Listening For Leaders: Ask the Question, Discover the Need, Win the Trust

There is no more powerful skill in building enduring and profitable relationships — with clients, members of your firm and others in your life — than listening. Yet listening is incredibly difficult, even if you are trying hard. This course teaches tips and tricks for mastering this most difficult and rewarding skill. The focus is on the special communication problems leaders face: establishing and changing a vision; adapting a message to different constituencies and clients; coaching employees; and business development. (Available in 4 or 8 hour format)

Greg Conderacci is a BLI Senior Fellow, consultant, and faculty member at the Johns Hopkins Bloomberg School of Public Health where he teaches marketing. He has held leadership positions during mergers, acquisitions, reorganizations, layoffs and rapid growth periods in both for-profit and non-profit organizations. A former reporter for The Wall Street Journal, he has not only covered major changes, he has lived them as well. As author of Getting UP! Supercharging Your Energy, he has researched and written extensively about personal energy’s impact on careers and organizations. He is a sought-after adviser for communication issues and personal and corporate change management.

Learning Objectives
  • Understand why it is so difficult to listen
  • Apply skills to enhance professional and personal relationships by increasing listening performance
  • 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 and build stronger relationships
  • Develop skills in resolving objections and overcoming resistance

Major Topics
  • Why is it so hard to listen
  • What should you be listening for
  • Asking the right question the right way
  • Dos and Don’ts for effective listening
  • Using listening skills to build business and professional relationships
  • Coaching employees with different levels of potential
  • Resolving objections and overcoming resistance

Who Should Attend

Leaders who must communicate difficult concepts, energize employees, engage clients…and yet be sensitive to fast-changing communities and markets.

Fields of Study
Communications and Marketing



Business Learning Institute

CPE Credits


This course is available for your group as:


Let's Roll!

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