Telesalestips for the week 26-07-99

Active Listening

Active Listening is not just sitting quiet.It involves work on your
part. It is more a mental activity rather than a physical one.Active
listening is an active process that requires your participation. To
fully understand the meaning of communication, you usually have to ask
questions and give feedback. As Kerry Johnson in his Book 'Selling with
NLP'points out there are 8 steps to active listening.

1.Value the Customer.
2.Listen to what is not said.
3.Try to hear the truth.
4.Limit the time you speak.
5.Avoid the tendency to think about what you will say after your
customers stop talking.
6.Listen to the customer's point of view.
7.Repeat your customer's comment to make sure they know you heard what
they said.
8.Don't take extensive notes while listening.

Paraphrasing

To paraphrase means to state in your own words what you think of what
the customer said.The author of 'The Communication skills Book' points
out paraphrasing is absolutely necessary to good listening. It keeps you
busy trying to understand and know what the other person means, rather
than blocking.People deeply appreciate feeling heard. Paraphrasing helps
you remember what was said. It shows you are paying attention, that you
understand what the person is telling you and that you care.

Clarifying

Clarifying often goes along with paraphrasing. It just means asking
questions until you get more of the picture.  Since your intention is to
fully understand what's being said you often have to ask for more
information. You have to know the circumstances. Clarifying helps you
sharpen your listening focus so that you hear more than vague
generalities. Clarifying also lets the other person know that you are
interested.

Feedback

Active Listening depends on feedback. You have paraphrased and clarified
what was said and hopefully understood everything. Feedback also helps
the other person understand the effect of his or her communication. It
is another chance to correct errors and misconceptions. It is also a
chance for him or her to get a fresh and value point of view-yours.

Points to apply to be a prominent sales person

1.Listen with an open mind.
2.Listen with empathy.
3.Listen to find the right solutions.
4.Listen to make customer feel important.
5.Listen to picturize the situation.

Sales Thought of the week

The success you received yesterday is over.
What you receive tomorrow is the action you take today. W.saga.

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