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Digg it UP - Practice Active Listening and Boost Your Sales
Here’s the Scenario – There is an attentive attendee in front of you. You two have chatted for a couple of minutes and now he says –o Sounds good. How much is it ?o What will the maintenance contract cost me ?o What are your financing options over 3 years?o What’s the best deal you can give me ?o What are the dimensions of these three models?o Can you up the capacity 14% ?o How many hydraulic spring return actuator for 3200 psig do you have in stock ?WHAT TO DO?Many folks fluster around if the question is not part of their direct expertise. M
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner.
Have you ever wondered what would happen in your QuickBooks file if you performed certain operations, but were too afraid to try? Did you know that you can experiment with your ideas, and not make a mess in your QuickBooks file?When you installed your QuickBooks file, you also installed Sample Company files. Intuit designed these so that you could experiment with any idea or concept you have, and not take a chance messing up your own file.Best Way to Experiment in a Sample QuickBooks FileOpen a sample company file, and perform the operation you want to try. Then, to check its
What Is Active Listening?
You may have heard this phrase before but what does it really mean? If you are actively listening to your customer then you will be able to tell a third party exactly what was discussed, what the customer’s concerns and problems were and what agreement was reached.
Listening intently will help build rapport with your client, give you a much better understanding of the issues and ensures you don’t miss opportunities! It’s a skill that can be easily learned with a bit of practice.
Before we go into some tips on how to improve your active listening skills, let’s look at some of the reasons why we sometimes don’t listen as intently as we should.
Distractions
It’s all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room, the customer’s dress sense! All of these things can drag our mind from the ‘here and now’. When we hear or see the first signs of a distraction before we know it our mind has switched off and we have missed an important buying signal from the customer.
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner.
Values Based PitfallsTo make your strategic alliance, collaboration or partnering relationship successful, watch out for the pitfalls and roadblocks.In looking at the issue of values, frequently partners of an alliance will have core values that are conflicting. This is especially a problem with issues like trust and integrity. Corporate culture clashes; employee turf protection, and resistance of certain employees to new ideas can wreak havoc on your efforts to maintain a prosperous alliance.When one of the alliances partners does not completely embrace the principles of Partnering,
You may have heard this phrase before but what does it really mean? If you are actively listening to your customer then you will be able to tell a third party exactly what was discussed, what the customer’s concerns and problems were and what agreement was reached.
Listening intently will help build rapport with your client, give you a much better understanding of the issues and ensures you don’t miss opportunities! It’s a skill that can be easily learned with a bit of practice.
Before we go into some tips on how to improve your active listening skills, let’s look at some of the reasons why we sometimes don’t listen as intently as we should.
Distractions
It’s all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room, the customer’s dress sense! All of these things can drag our mind from the ‘here and now’. When we hear or see the first signs of a distraction before we know it our mind has switched off and we have missed an important buying signal from the customer.
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner.
Before you can open for business, you must first get a license. There are several types of license that may be needed before you begin operation. Without the proper permits, you may be operating your business illegally. Most businesses need a city or county license. There may also be other requirements from the state or federal government for certain types of licenses.Most states require a special license to sell firearms. Some may even require one to sell gasoline, tobacco, and liquor. Certain professions also require special licenses. They include Real Estate Agents, Auctioneers, Appraisers and C
Before we go into some tips on how to improve your active listening skills, let’s look at some of the reasons why we sometimes don’t listen as intently as we should.
Distractions
It’s all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room, the customer’s dress sense! All of these things can drag our mind from the ‘here and now’. When we hear or see the first signs of a distraction before we know it our mind has switched off and we have missed an important buying signal from the customer.
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner.
Freelancing symbolizes a profession in which an employee who sells his services to different employers without entering into any long-term contract with anyone of them. It’s an enticing career that carries a certain kind of allure. It can add spice to one’s dull life and offers a chance to earn extra money. However, for many people it can be a way of life. One can enjoy the luxury of being one’s own boss.There is a kind of freedom in freelancing that allows the person to work on its own terms. It appears to be very attractive, as the person can decide about the work schedule. They often have a choice to t
Distractions
It’s all too easy to get distracted. The noise from outside, the builders working next door, the photocopier chunking away just outside the room, the customer’s dress sense! All of these things can drag our mind from the ‘here and now’. When we hear or see the first signs of a distraction before we know it our mind has switched off and we have missed an important buying signal from the customer.
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner.
Research would indicate that consumers don’t know what they’re thinking. According to an article written by Jack Shimell (2002) for Quirk’s Marketing Research Review, Consumers make their decisions and react to advertising based more on unconscious emotional processes than on conscious rational processes.There appears to be an interplay between the conscious and the unconscious with the unconscious being the driving force, when it comes to reactions to advertising and purchase decision making.There is also a distinct personality / temperament factor involved in consumer thinking and behavior. Peo
Our Inner Voice
This is probably the biggest culprit for our lack of active listening. You have woken up this morning and had a blazing row with your partner. You got into work and discovered a major problem which is going to take up most of the afternoon when you get back into the office. Your inner voice, if not kept in check, can keep your mind occupied for hours leaving you and your customer, wondering what exactly happened in your meeting!
Interruption or No Reaction?
These causes of inactive listening are opposite ends of the scale but just as bad as each other.
Interruption may be your style where you are constantly asking questions. Yes, asking questions, as we shall see later is good, but taking it to the extreme can be damaging. Not only will the customer be annoyed by your steady and relentless interruptions but all your mind is thinking about is the next question! Once you have thought of a suitable question your mind then concentrates on identifying an opportune pause in the conversation. The result is that your mind is doing anything other than really listening to what is being said!
The opposite end of the scale is saying nothing at all. Intently listening but saying nothing will lead to boredom for your mind – it will seek interest by launching into self-talk. The lack of reaction from you means your customer will also very quickly lose interest. If he has no feedback from you as you go along
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