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	Wishing you health, hope and happiness... Feature Article: Effective Listening Skills-Part 1 Learning Product Monthly Special

Feature Article: Effective Listening Skills-Part 1

Since the series on "The Power of Asking Questions" was so well received, we're now excited to deliver a new 4-part series on "Effective Listening". Didn't get to read the last series? No problem! You can read them all by visiting our newsletter archive. Not yet a subscriber, sign up today! Now, to get started, here are some quick listening tips: Listen 80% of the time. Ask questions for the other 20% of the time. Focus on what the other person is saying. Don't be thinking about your next question. Avoid formulating your next question while the other person is talking; particularly if that sort of activity easily distracts you from listening. Always question the answers for more detail. By digging down three or four levels, you can get to the root of the problem. In the last few newsletters you learned that by asking questions you remain in control. Questions help you gain a lot more information. Questions handle objections and concerns and that questions show that you care and that you are interested and willing to learn more. Questions also help in self-discovery and it is self-discovery process that get people to buy. But, there is no point in asking questions if you are not prepared to listen effectively. If you don't listen to the answers, what is the point of asking questions? You may find it difficult to listen effectively. If you are one of those people that are constantly thinking of what to ask next and not listening to the answers you are getting, you need to change quickly. I used to be one of those people and I changed. First I scripted the questions that I needed answers to and placed them in some form of order on a page in my note book. A page I could refer back to when I needed to. That in itself took some pressure off me. Then I applied the question the answer technique discussed earlier. Therefore, rather than having to think up the next question, I would listen to what the prospect was saying and I would question their answer. Between scripting my questions in advance and questioning the answers I became a more effective listener. I not only learned a lot more by getting more information, I earned a lot more respect resulting in long-term relationships. The other thing that I did to help me become a more effective listener was that I monitored myself daily using the monthly monitor chart. I monitored myself on two things - I am patient and I probe and I am an empathetic listener. I would review these points daily and I would check myself daily on my effectiveness in these areas. As a matter of fact they are still on my monthly monitor because I realize how important they are in sales that I don't ever want to loose sight of them. You should consider doing the same as being patient and probing and listening empathetically are two most important areas to master in this sales process. In our next issue, we will discuss how you can become an empathic listener. Read a poem with a strong message titled "Listen" »

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