Chapter 4: Take Time to Listen Beyond Hearing [Editor’s note: Continuing a series taken directly from Bonnie Ross-Parker’s book, Y.O.U. Set a High Standard for Being Human. We will publish a chapter each month though 2009] Take Time to Listen Beyond Hearing | 4 “I listen to what others are saying” Do you listen to others or are you thinking about what you are going to say as soon as the other person stops talking? Be aware of how attentive you are to others when they are speaking, sharing a story or just making small talk. NULL
Salespeople make more sales by listening to the client and understanding their wants and needs than by talking. Take the time to listen to others and hear what they are saying.
Practice Maintaining Eye Contact Look at one eye at a time when listening to someone. Don’t let other distractions take your eyes off the person while they are speaking. Give Your Full Attention Acknowledge the other person’s comments throughout the conversation. Stay interested by asking questions. If you are truly interested in the subject being discussed ask them to tell you more. Give Feedback and Clarify What You Hear Occasionally repeat what the other person said “Let me be sure I understand what you just said…” If you don’t understand something ask for them to explain or repeat. Don’t be shy about saying “Could you explain that?” Or “I’m not sure I understand what you are saying.” Eliminate Distractions Move to a quiet place if you are in a noisy place. Don’t try to have a conversation if you must shout. Don’t multi-task when someone is talking to you. Turn off TV’s, video games, computers, and music when talking. What Five Steps Can You Take to Take Time to Listen Beyond Hearing? Action Steps: 1. 2. 3. 4. 5. “Only you and I can help the sun rise each coming morning. If we don’t, it may drench itself out in sorrow.” Joan Baez
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