Success Through Referrals

STR 39: Lesson on Referral Production from Sun Tzu’s The Art of War

One of the most valuable skillsets when it comes to referral production and word-of-mouth marketing is the art of Listening Well.  We discuss the rules to listening well that we found in the book Sun Tzu For Success by Gerald Michaelson.  

Rules to Listening Well:

1. Play back what you are hearing

2. Ask questions

3. Acknowledge the other person's thoughts and feelings

4.Focus on the other person's needs

5. Build the other person's self-esteem

6. Be aware of your own listening "derailers"

7. Stay in the present

8. Take notes