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Customer Review

208 of 213 people found the following review helpful
4.0 out of 5 stars Your Consultative Sales Playbook, December 16, 2009
This review is from: Just Listen: Discover the Secret to Getting Through to Absolutely Anyone (Hardcover)
Everywhere I turn I am being advised to leverage social media. There is even the new concept of " 33 million people in the room." With so many channels and methods to communicate to higher levels of influence and greater numbers in an audience, it is refreshing to know that the playing field is still relatively flat. Just because you have access to people, doesn't mean you are making IMPACT. Mark Goulston's, "Just Listen" is filled with realistic scenarios, assessment tests, and a real candid mirror.
If you aren't getting the results you want in your personal or professional life, there is probably a reason within your control--you probably aren't an effective communicator.
In pure Gouldston style--you are hit right between the eyes. In Section II Goulston shares his "nine core rules:"
1. Move yourself from "oh F#@& to OK"
2. Rewire yourself to listen
3. Make the other person feel "felt"
4. Be more interested than interesting
5. Make people feel valuable
6. Help people to exhale emotionally and mentally
7. Check your dissonance at the door
8. When all seems lost bare your neck
9. Steer clear of toxic people
You might read over this list and "yeah, yeah, yeah I do those things already." Do you? Do you really? What makes "Just Listen" so powerful is that Goulston shares several examples where he was out of alignment with these nine core rules. His transparency forces the reader to be more reflective and take personal responsibility.
Creating dissonance is the barrier I most need to resolve. I could see myself in several of the practical scenarios outlined. Having raised awareness I was sure this week would be different. The hardest part about being human is . . . well, being human. We think we are smart, using our prefrontal cortex--where long term decision making, cause-effect thinking take place-and then we make a choice just a little wiser than a reptile. Bottom line is--just because we are aware of something that needs to change; that awareness doesn't guarantee change. Being effective truly requires introspection, practice and patience. "Just Listen" is not a quick read. It is a workbook, a playbook, and flight plan. For the wisdom here to truly support sustainable progress, you might be keeping it as accessible as your blackberry.
Sales managers, marriage counselors, teachers, and spouses "Just Listen" is the greatest gift you could give yourself to enhance your own awareness and ability to reach those who are most important to you. Just read!
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Tracked by 4 customers

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Showing 1-6 of 6 posts in this discussion
Initial post: Jan 20, 2013 9:35:57 AM PST
ClubLevel says:
I enjoyed this insightful and humorous review, as I was, 'just reading!' (in an introspective, practiced, and patient manner). Thanks for presenting the 'nine rules.'

Posted on Mar 11, 2013 8:24:31 AM PDT
R. Varner says:
I too enjoyed your review...you made me laugh and I really do want to "just read" so I can "just listen"....good analogy with the reptile...that's me all the time! Seriously, thank you!

Posted on May 3, 2013 1:35:12 AM PDT
Shelley_B says:
Does the book also cover how to handle people who only listen to themselves? I've read a lot on knowing yourself, listen when someone else is talking and don't fake attention, but I'm short on how to handle people who only hear themselves.

Posted on Nov 19, 2013 10:34:00 AM PST
rogerdpack says:
so...why 4 stars here, given the glowing review?

Posted on Mar 18, 2014 8:19:50 AM PDT
Mike says:
what a great review!!! you should be a writer, counselor, or something great!!

In reply to an earlier post on Aug 10, 2014 8:27:31 PM PDT
she is something great ... read her profile
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