Listening Is An Important Communication Tool Listening is a major part of communicating that we should pay more attention to. We have less face-to-face communicating these days. So much of it is by texting and e-mailing. These methods are successful in getting information to another person immediately but they are just words. Meet face-to-face if […]
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communicating that we should pay more attention to. We have less face-to-face communicating these days. So much of it is by texting and e-mailing. These methods are successful in getting information to another person immediately but they are just words. Meet face-to-face if there is conflict, if the issue is potentially sensitive, or if your real intent is to build relationships. When you are talking with someone be aware of your body language and also their body language. Are you making eye contact? Are you conveying interest, openness and attention? The following is some interesting information about listening. Communication Skills Skill As Taught AsUsed Writing Most 9% Reading Next Most 16% Speaking Next Least 30% Listening Least 45% Benefits of Active Listening
- Tells Speaker you are interested.
- Tells Speaker you understood.
- You stay focused.
- Allows Speaker to explore subject.
- Improves relationship.
- You learn more.
- Interrupting often.
- Jumping to conclusions.
- Finishing other people’s sentences.
- Answering with advice.
- Making up your mind before you have all the information. Keep an open mind. Do not judge.
- Being a compulsive note-taker.
- Not giving any response.
- Being impatient and losing your temper.
- Thinking about your reply while the other person is speaking.
- Hearing what people are not saying (e.g. body language).
Indicator Tuned Out Hearing ActiveBody language Limp Nervous Ready Eye Contact None Little Lots Verbal Input Silence Few Ask? Hands Nothing Doodle Notes Mind Set Why Here? My Turn? More?What questions can I ask my prospects and customers that my competition isn’t asking? What can you ask that makes you look smarter and better than your competition? Do your customers stop and think about new information you have given them? Look at your product or service from an owner’s perspective rather than a purchaser’s perspective. For example is you were selling a car you could ask, “Where is the first place you would drive it?”, “ Who would you show it to first?” or “Where will you go as a first road trip?” This makes them think they already own it. Asking questions about their past history or the customer’s existing knowledge of your product or service, and ask questions that draw on their experience or expertise. Ask questions like, “How have you found...?” or “What’s been your experience...?” or “In your opinion...?” A lot of salespeople talk on and on about their product without knowing their customer’s opinion. How to improve your customer service. Make a list of insightful, intelligent, emotionally engaging questions that don’t just differentiate you from your competition, but make them want you. Ask yourself why the last five prospects said no and what am I going to do about it? Most of the time when a prospect says “no” salespeople accept it and leave. Most of the time when a prospect tells you why they said no, they’re not telling the truth. Combine how you made the last 5 sales and how you lost the last 5 sales. Listening is an important communication tool that you can use to improve your business. Here is my book of the week pick.
- Give complete attention to the speaker.
- Really work at listening.
- Establish eye contact. Show an interest in what they are saying.
- Resist distractions.
- Wait until the person is through speaking.
- Keep an open mind.
- Listen for ideas.
- Judge content not delivery.
- Learn to hear between the lines. When someone is shouting they can’t listen.
Review"While all of us want to be good listeners, in Are You Really Listening?, Drs. Donoghue and Siegel offer a valuable road map to the art of listening. The authors remind us with all-too-recognizable examples of the ways that we don't listen. They have created a simple step-by-step guide on how to be better listeners. I found Are you Really Listening? refreshing, eye-opening, and immensely helpful for my daily life. I trust that you will too." --Joan Lunden, Author and former television co-host of Good Morning America
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September is the time to re-energize your business. It’s hard to believe that summer is over. It’s sad to say goodbye to those lazy, hazy days of summer when life seemed to move a bit slower and everyone’s in vacation mode. Perhaps your business has been on a bit of a vacation as well. Here […]