 |
 |
| |
A lot of listening is concentration, the ability to focus on what people are telling you. You have to listen to the words they're saying and also try to figure out what it is they mean by putting it into the context of their particular business, their particular situation. Listening is being sympathetic to what the person is trying to communicate to you. You kind of have to think from their shoes more than your shoes.
You've got to get it right because if you don't there's going to be some sort of a missing link in your communication. You might, as a sales person, miss an opportunity to really translate an idea that's of benefit to the customer into terms that he'll understand or she'll understand.
The most challenging aspect of communication is being sure that you're on the same wavelength with the customer so that you can explain to him the benefits as you understand them and have him understand them the same way, to be just as excited about the opportunity and the possibilities as you are.
Aside from that and along more practical lines you've got to get used to communicating by voice mail and by e-mail because most of the time you try to talk to somebody these days you're going to get an answering machine.
|
|
 |
|
