Seven Secrets of Successful Business Communication Part 1: Questioning and Listening to Discover Clients' Needs
Overview
The importance of listening (bold)
Whether you’re trying to pitch a prospective client on an engagement or convince an employee to work over the weekend, your success hinges on your ability to identify their needs.
Part one of this two-part webcast concentrates on three communication challenges leaders face:
A former *Wall Street Journal* reporter who teaches marketing at the Johns Hopkins School of Public Health, Greg Conderacci will introduce you to proven communication techniques.
"If I were to summarize in one sentence the single most important principle I have learned in the field of interpersonal relations, it would be this: Seek first to understand, then to be understood."
- Dr. Stephen R. Covey, author, Seven Habits of Highly Effective People
Highlights
Prerequisites
Staff management experience
Designed For
Anyone who wants to improve communication skills, especially those in leadership or business development roles
Objectives
- Determine why it is so difficult to listen
- Determine why questions can be more important than answers
- Apply skills to enhance professional and personal relationships by increasing listening performance
- Choose to become a more effective leader, team member and opportunity developer
- Identify how to probe for a client's or colleague's real needs so you can add value more effectively
Notice
This course is offered by a 3rd party vendor and will not be accessible in the My CPE Tracker section of the ISCPA website. Course access information will be emailed directly to you by AICPA.
Leader(s):
Leader Bios
Greg Conderacci
For more than three decades, Greg Conderacci has been using the magic of communication to help people lead happier, more productive and more rewarding lives. His private consulting firm, Good Ground Consulting LLC, is dedicated to helping organizations and teams discover and defend their Good Ground - the fertile market niche where their productivity peaks. He teaches marketing at the Johns Hopkins University Business School and serves on its Business Advisory Board. In the 1970s, as a reporter for The Wall Street Journal, Greg covered business in Detroit (mostly the auto companies) and also wrote economics out of Washington, D.C. (mostly Jimmy Carter). In the 1980s, he created and marketed several innovative programs for the poor of Maryland, including the state’s largest soup kitchen (it’s where the Pope eats when he comes to Baltimore). In the 1990s, Greg was Director of Marketing for Price Waterhouse’s information technology consulting practice in the Philadelphia -Washington region, Vice President of Sales and Marketing for Prudential’s managed care operations in the Baltimore-Washington area, and Chief Marketing Officer for Alex. Brown (America’s Oldest Investment Bank). Most recently, he was Director of Marketing for Deutsche Bank Alex. Brown, responsible for marketing strategy, marketing materials creation and design, and sales force coaching and training. He is a magna cum laude graduate of Princeton University, where he was editor-in-chief of The Daily Princetonian; he also holds a Masters in Public Policy from Harvard University. A registered representative and registered principal, he is a graduate of the Securities Industry Institute at the Wharton School of the University of Pennsylvania. 12/04
Non-Member Price $149.00
Member Price $125.00