Sales

Listen

Listening is louder than it sounds.

The more obsessed, the more vociferous we get. Idea machines must be willing to share compelling stories, but listening is part of any transmission. This is obvious, but with precious airtime up for grabs and knowing so much about our own interests, listening can devolve into feeling like a required distraction.

Extra Shot

Hearing is passive.
Listening is active.

As we guide people through the layers of understanding, active listening forms a bond much faster than forcing ourselves to be heard. The fear of not having time to deliver our message will linger, but when we truly tune into what another person is saying, it shows we care. Active listening also helps us better harmonize our thoughts within the moment and counters the common mistake of overloading others with too much numbing details all at once. Knowing each conversation is part of a broader relationship journey, good listeners are almost always given a chance to make a bigger impact.

Ready for an experiment? The next time you meet someone new, embrace your inner scientist. Set your introverted/extroverted mindset aside and focus your attention on asking as many thoughtful questions as you can. The less you talk, the better. This will feel awkward if you just fire question after question, so be concise with each response, then return to thoughtful questions for a more natural interaction. Consider expanding this social experiment by purposely doing this throughout an entire networking event. Remember who you talked with and track how the listening-focused conversations evolve. Over time, how do these relationships compare with others where you’ve been less intent on listening?

Here are tactics to support your listening practice:

  • Center your internal attention.
  • Stay engaged with eye contact.
  • Use jarring questions to dodge small talk.
  • Don’t interrupt or jump to conclusions.
  • Occasionally paraphrase what was said.
  • Avoid the urge to make it about you.
  • Ask curious questions to go deeper.
  • Use non-verbal cues to express attention.
  • Record and share a few key takeaways.
  • Exit gracefully, without a sense of rush.
  • Follow up with one more question.
  • Ask about progress next time you meet.

This type of active listening will not only extend your ability to hear. It will also make your responses more in-tune with what others are thinking versus always trying to prove your point. Selflessness may keep a conversation from landing exactly where we want in that moment, but as we move from one topic to the next, we learn how others work.

Extra Shot

Listening within a support network ignites optimism, connection, and motivation. A healthy balance involves listening to challenge networks, which keeps us intellectually humble and rooted in reality.

When done well, an unspoken bond is formed. This synchronization curates future conversations that are enforced by shared enthusiasm.

Brewed From Within
#34 📖 Leadership

By Ben McDougal, ago

Storytelling

Humans are innate storytellers. We use (sequenced) stories to enjoy life, relay ideas, and network experiences. Passed over generations, the willingness to tell stories has helped our species survive. When collided, shared understandings then summon diverse environments connected to thrive.

As we narrow the narrative into an entrepreneurial lifestyle, the values of storytelling are felt as we learn, create interest, unite, and act beyond the shared moment. Over a brew, in the office, at events, out with friends, or on-stage, leaders must be able to translate the story of a business.

The environment, industry, audience, and format affect how a story is told. The sentiment should be consistent, but your story won’t sound the same each time. Agility, preparation, and awareness will keep a story genuine, truthful, and engaging. Preparedness also boosts our confidence to share our stories in any situation.

Internal storytelling between owners, co-workers, mentors, advisors, and customers is guided by listening, curiosity, data, transparency, and all that’s found in the Team chapter of You Don’t Need This Book.

Let’s expand the repertoire with a focus on storytelling with strangers. This is done by playing with styles and tinkering with creative formats for the story.What’s your style? How casual can you make it? How nerdy can you go? What feelings do you evoke?

Alongside different styles, timing also helps to format the story. One sentence is a sharp conversation starter. 42 Seconds is ideal for networking events and in small groups. 6 Minutes delivers details to support a valuable Q&A. 10+ minutes creates space for more depth, but don’t numb the audience. 45+ minutes is leading event sessions and keynote speaking.

Along with talk, relatable assets bring a story to life. Such creation uncovers flow for a story. So embrace branding, social media, website development, slide decks, one-pagers, and endless types of physical and digital materials that connect storytelling with an audience that cares.

No matter the situation, honest understanding, energizing enthusiasm, practice, transparent vulnerability, intellectual humility, and concise simplicity will serve you well. Nothing pushy, but pops of persuasion curate attention along the way. As a remarkable story comes together, feedback will sharpen the business and help tweak the transmission.

Brewed From Within
#15 📖 Entrepreneurship

By Ben McDougal, ago

Let’s Get Phygital

Sachin Sehgal found lasting purpose by starting his first business at the University of Iowa. Along with all that is multimedia marketing, Sachin is building Elevate and Bond Branding as he continues to explore connections between our physical and digital worlds.

You’ll love these shared wavelengths on customer discovery, content creation, value-based sales, balancing personal brands, activating phygital concepts, when to quit, spirit animals, truth-based prompt engineering with AI, collectability with web3 technologies, and playing long-term games with long-term people. As Sachin reminds us, when life gives us stories, tell them.

LISTEN on APPLE PODCASTS
LISTEN on SPOTIFY

By Ben McDougal, ago

Manufacturability

Ethan Davidson molds ideas into reality! He is the President of Beratek Industries, a Co-Founder in FliteBrite, and just launched Conduit Direct Group. If you’ve ever wanted to manufacture a new product, you’ll want to sip on this delicious discussion.

Ethan talks through product design, materials, prototyping, and manufacturability. We also discuss the lasting value of transparency, role clarity, execution in sales, and remaining friends at all cost. Cheers!

LISTEN on APPLE PODCASTS
LISTEN on SPOTIFY

By Ben McDougal, ago

No Running

“Please walk.” <wait 5 seconds>
“Please walk!” <repeat endlessly>

At the swimming pool, how many times does a lifeguard remind children to walk and why is it so hard for kids to slow down, even when they’ve slipped in the past? Let’s write through why repetitive reminders may be needed to motivate awareness, action, and steadfastness.

The first thing that comes to mind, is how hard it is to get anyone to do anything. Motion requires force, we don’t know what we don’t know, and if action calls for commitment (time, obedience, money, etc.), movement is even harder to inspire.

When we think through the lens of marketing and sales, an easy start is clarity. Does messaging and calls to action immediately resonate with your smallest viable audience?

When it’s time for action, sequencing comes to mind. Conciseness allows first impressions to be more impactful, with connected content to guide newcomers toward more natural action(s).

Lastly, I wish repetition wasn’t a part of the equation, but it’s loud out there! Attention is hard to earn and even harder to maintain. Endless reminders can be annoying, but systems thinking and a strategic cadence ensure more positive encounters supported by lasting clarity. Thoughtful repetition also catches fresh awareness along the way.

Along with helping to connect with an audience, these motivators are important for anything that involves rotating participation as well. Succession can bring healthy revitalization to teams, organizations, and communities, but without clarity, fresh energy can be misguided. If information is not sequenced, the weight of too much information may feel unnecessarily daunting and once again, friendly reminders maintain momentum without a slip or fall.

By Ben McDougal, ago