Listen Up!
Most people think they are listening closely, but are really preparing what they are going to say next. Learn from a toddler how to practice active listening. The Joy of Listening
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Comment by Jim King on April 17, 2009 at 8:27pm
- Most salespeople have been taught to listen for buying signals; it is impossible to listen for and hear all.
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Comment by Edward E. Williams III on April 9, 2009 at 9:22pm -
Once again, Dawn has really hit the nail on the head with keen insights about the selling process. If you have not read the article on the Power Up Blog, I would encourage you to "beat a path" there with utmost haste. Just in case you are a bit reserved, here's another excerpt from the article that should really get the juices flowing. (what does that mean anyway?)
All the best and great success in 2009!
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"In order to be a great advisor to your clients, ask good questions but then shut up and listen for the answers. What are they telling you? What are they not telling you? How can you help them? How would they like your help? By listening carefully, you should be able to get the answers to all of these questions and more. This will make you the best advisor and your clients will love you.
A few of my basic listening tips include:
1. Don’t interrupt.
2. Keep an open mind.
3. Make listening a priority.
4. Watch non-verbals.
5. Stay focused.
6. Listen attentively.
7. Use some active listening cues – a nod of the head, an “uh ha”, etc."
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