TRP 170: Stop Listening to What Clients Say with Oscar Trimboli

In this episode of The Rainmaking Podcast, host Scott Love speaks with Oscar Trimboli, author, keynote speaker, and host of the Deep Listening podcast, about the transformative power of listening in business development. Oscar shares insights from his extensive research on workplace listening, highlighting that most professionals only hear 14% of what clients actually mean due to differences in speaking and thinking speeds. He emphasizes that successful rainmakers listen beyond the words spoken, tuning into what clients don’t say—such as their unspoken concerns, motivations, and barriers. This deeper listening approach allows professionals to uncover critical insights that lead to stronger client relationships and more profitable business outcomes. Key topics include the science of listening, how speaking and thinking speeds affect communication, and practical strategies for listening beyond the words. Oscar introduces three powerful techniques—asking “What would make this a good conversation?”, using the prompts “Tell me more” and “And what else?”, and embracing silence to encourage clients to share deeper thoughts. He also discusses generational differences in listening habits, with older professionals more likely to interrupt and younger ones prone to digital distractions. Additionally, Oscar shares actionable tips such as scheduling meetings five minutes past the hour to give clients time to become fully present. This episode offers practical tools for professionals looking to elevate their business development skills by mastering the art of deep listening. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Oscar Trimboli is an author, host of the Apple award-winning podcast Deep Listening and a sought-after keynote speaker. Along with the Deep Listening Ambassador Community, he is on a quest to create 100 million deep listeners in the workplace. Through his work with chairs, boards of directors, and executive teams, Oscar has experienced first-hand the transformational impact leaders can have when they listen beyond words. He believes that when leadership teams focus their attention and listening, they will build organizations that create powerful legacies for the people they serve – today and, more importantly, for future generations. Oscar is a marketing and technology industry veteran working for Microsoft, PeopleSoft, Polycom, and Vodafone. He consults with organizations, including American Express, AstraZeneca, Cisco, Google, HSBC, IAG, Montblanc, PwC, Salesforce, Sanofi, SAP, and Siemens. He is the author of how to listen – discover the hidden key to better communication – the most comprehensive book about listening in the workplace, Deep Listening – Impact beyond words and Breakthroughs: How to Confront Assumptions Oscar loves his afternoon walks with his wife, Jennie, and their dog Kilimanjaro. On the weekends, you will find him playing Lego with his grandchildren. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: https://www.oscartrimboli.com/listeningquiz/ https://www.linkedin.com/in/oscartrimboli/?originalSubdomain=au Learn more about your ad choices. Visit megaphone.fm/adchoices