List Categories | List All Articles | List Articles By Title
Are You REALLY Listening?
Being a good listener requires more than just keeping quiet while the other person is talking. Do you hear everything that is being said? Do you understand it completely?
Here are some tips on how to become a more effective listener:
FOCUS in on the basic message. Try to pinpoint the main ideas the person is expressing. Ask yourself what the speaker is trying to say. If you're not sure, ask. "Bill, I believe what I heard is-Am I on track?"
UNDERSTAND what is being said.
Keep asking yourself if you understand what is being said. If you don't, ask for clarification - and keep asking until you are sure you fully understand. "Bill, I'm not sure I understand how this relates to that, can you help me out?" What you don't understand, you can't recall. Additionally, if you don't understand what is being said, your mind is more likely to wander and your listening effectiveness diminishes.
Don't get DISTRACTED.
Don't let trivial things like the speaker's appearance or random noises divert your attention from what he or she is saying. Listen to the speaker's whole sentence. Listen not only for content, but context. Anytime you catch yourself being distracted by something that draws your attention away from the speaker's words, make a conscious effort to focus back on the words.
Listen with your "GUT."
The speaker's tone and body language will impart meaning. These subtle clues are quickly picked up by the unconscious mind and leave us with a particular feeling about the speaker. When you are left with a "feeling" about someone after a conversation - that they are sincere, they are hiding something, they can't be trusted, etc. - it is a sign that your unconscious mind has put two and two together and come up with an evaluation.
Become PERSONALLY absorbed in what is being said. You can't listen effectively if you are only "going through the motions." Every subject has some interesting angle, some impact on you or something you can learn. In order to uncover those elements, you must first abandon your prejudiced or preconceived ideas. If you enter into a conversation with the notion that the other person has nothing of interest or importance to say, you will miss what is important.
To keep your active attention on what is being said, and offer comments. If the situation permits, offer your own perspective on what is being said. Ask a question or relate a relevant story that reinforces what the person is saying, or represents a different point of view. Ask yourself how what the person is saying relates to other situations or experiences.
In summary, LISTEN PROACTIVELY
There is more to listening than just passively hearing the words someone is speaking.
Source: The President's Club Report, March-April 1999, ©1999, Sandler Systems, Inc. All rights reserved.
Model Dell: The Art of the Affiliate Coupon
Along with having an innovative supply chain, there's another reason Dell is the largest computer company in the world. They always offer great coupon codes to online affiliates that let the buyer "in" on deals that they otherwise wouldn't get.
In Sales Service Means Business
Some businesses flourish while others slowly fade away. There's usually a good reason.
The History of Sales: Dale Carnegie is Still with Us
I've recently been hearing sales companies talk about how they are 'helping their buyers buy' with a system that is the 'next thing' after Consultative Selling. After becoming familiar with their concepts and methods, I've come to believe they are correct: they are definitely on to the next iteration.
Persuading Learners to Buy: 7 Groups
There are seven major reasons why adults continue their pursuit to learn. Each of the reasons play into the way you want to present your sales information.
How to Sell High Tech Solutions
Many companies are looking to improve upon the speed, security, and accessibility of business technologies, especially satellite and broadband connections to the internet. While customers are becoming more savvy, many don't speak 'tech-ese,' and they still are baffled by terms such as routers, IPSEC, T-1s, WIFI, and broadband.
Everyones Favorite Topic - 3 Tips for How To
I believe that everyone understands that no matter what business you are in- Real Estate, Financial Services, Teaching, Auto Sales any other profession, we are all in the PEOPLE BUSINESS. It's been said that fully 85% of your success in life is directly related to your ability to effectively work with people.
An Ideal Selling Situation
The largest sale that I ever closed was negotiated over hot dogs and a soft drink at a refreshment stand, just off the exhibit floor, at a Superintendent of School Convention in Atlantic City, New Jersey. I met an educator who was interested in the summer study abroad programs that I was selling at the show.
Grow Your Business By Increasing the Value of Each Sale - 29 Ideas to Spur Your Brain
There are 3 ways to grow any business:- Get more customers- Get more from each sale- Sell to each customer more frequently.That's it - everything else boils down to some variation of these 3 activities.
Too Much Empathy Will Cost You Money
Ever have a prospect start out your sales call by asking you "so how much does this cost?" as the first question out of his mouth? How you handle this question, and subsequent ones like it, will greatly influence the outcome of your sales-call. Right now is an excellent time to examine some of your beliefs about selling.
Looong and Boooring Sales Letters
You have all seen them,the sales letters that never ends. They go on and on about how this product can do this and that.
6 Creative Questions To Move From HOW Are You To WHO Are You
Imagine you just met someone new. The formalities of names, jobs and the like have been exchanged and you seem to be getting along famously.
The Prejudging Predicament
There's a direct correlation between sales experience and prejudging. The more sales and marketing experience you have the greater the tendency to prejudge your customers and prospects.
What is Lead Generation?
Lead Generation is vital to all businesses. All companies try to attract new customers, and this is a kind of lead generation.
How To Improve Your Voice
VOICEThe Image the customer has of the Salesperson is vital. In telesales the image is created through voice alone.
Don't Waste My Time!
Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's are called time wasters.
How Can a White Paper Support Sales and Marketing?
A white paper supports PR, marketing and sales because it works for all levels of decision makers. Engineers and executives may not be too impressed by brochures, but they are impressed by well-written white papers.
Sales Training from the Ghostbusters
Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has invaded and is currently wreaking havoc and chaos throughout the land.
6 Steps on How to Install Confidence Into Your Clients
What methods can we use to install confidence into your clients ?1. Give abundant value in everything you sell.
Your Best Friend - The Phone
We all know that you can't earn your commission until you make the sale. Furthermore, you can't make the sale without the order, and you can't write the order until you have a product presentation scheduled.
Female Mannequins: An Overview
Female mannequins are very common in clothing stores. They are often found throughout the store, from the front window where they display the store's latest and greatest fashions, to all other sections that featuring women's clothing.
home | site map
All articles are copyright to their owners.
Note: this website lists articles, We do not Write Articles !