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Casual Articles - Listening To Understand
Encouraging Repeat Business through Loyal Rewards: More Smart Marketing Strategies for Local Restaurant OwnersThere are few things restaurateurs find more satisfying than watching their tables fill up with familiar faces. Repeat customers, the kind that keep coming back for birthdays, anniversaries, or just to grab a quick bite on a Friday night, are crucial for the success of any restaurant. According to global management experts Bain & Co., repeat customers spend 67% more than do new customers. Thus, it is not only personally satisfying to see familiar faces return to your restaurant, but financially rewarding as well.But how do you turn a new customer into
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us t
One theory of how to sell has never worked for me.I call it the "Needle Nose Ned" school of selling. It's named for the pesky insurance salesman named Ned from the movie Groundhog Day. If you've seen the movie, you no doubt remember Ned. No matter what your situation is, Ned will try to sell you insurance. And if you already have insurance, he'll try to sell you more.Salespeople like Ned are only concerned with selling you what they have available. Somewhere, sometime, someone told them the way to sell is to ask everyone they see if they want to buy what they have. They don't worry if that person would never have a need for what they're selling. They just ask, ask, ask. As if the act of asking will somehow make people want what they are selling.<
More than likely, you as a salesperson truly understand less than half of what your customer is telling you. Effective listening is critically important to our sales success. Through effective listening we will be in a position to better understand our sales opportunities and customers needs. Before we learn the two primary techniques of Listening To Understand, we should first be aware of the reasons why it is difficult for all of us to listen 100% of the time.
Why We Don’t Listen
We have all spent years learning how to read, write and speak, but have never been instructed on effective listening skills. “We have been given two ears and but a single mouth in order that we may hear more and talk less” - Zeno of Citium. Most people listen carefully for only a small percentage of the time they’re with others. It is impossible for us to listen all of the time for the following reasons:
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us t
1. Be different. Memorable speakers do not attempt to be one of the crowd. Memorable speakers set themselves apart – they stand out. They stand out with something they do or say, the way they present themselves or their material. One technique I use in my speeches is magic. A simple magic trick can easily drive home a point you want your audience to remember. Memorable speakers do not just stand in front of the audience and talk.2. Remain positive. Regardless of the topic, memorable speakers remain positive. Memorable speakers consistently try to communicate a message of what TO do rather than what NOT to do. To be a memorable speaker spend more time in your speech giving your audience tips and techniques to help them get out of their rut or fix th
Why We Don’t Listen
We have all spent years learning how to read, write and speak, but have never been instructed on effective listening skills. “We have been given two ears and but a single mouth in order that we may hear more and talk less” - Zeno of Citium. Most people listen carefully for only a small percentage of the time they’re with others. It is impossible for us to listen all of the time for the following reasons:
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us t
While sitting in the stands at a hometown baseball game, I witnessed something incredible...Amidst the screaming children (it was family night), the smell of cheap beer and the baseball cat call, "hey batter, batter, swing batter," I found myself mesmerized by the group of loyal fans to the right of me.This group of about 50 or so people stood up simultaneously, cheering gleefully, waving their hands in the air.It took me, and everyone else, a little time to catch on but I suddenly realized I was sitting amidst the start of a baseball wave. I've only seen this sports staple on television and then only after the wave was in full fledge motion.As I watched this small group of raving fans get the attention of a stadium filled with hundre
Why We Don’t Listen
We have all spent years learning how to read, write and speak, but have never been instructed on effective listening skills. “We have been given two ears and but a single mouth in order that we may hear more and talk less” - Zeno of Citium. Most people listen carefully for only a small percentage of the time they’re with others. It is impossible for us to listen all of the time for the following reasons:
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us t
Do Crucial Market Research For Free, On Your OwnIs market research only for big corporations with deep pockets? No—actually, any business can put simple market research into place, and get about 80% of the benefit of the big, complex, expensive methods—without paying a penny.In my own one-person business, I've used informal market research to:Determine where ad dollars were effective, and where they were wasted. As an example, I advertise in several local Yellow Pages directories. By tracking which ads drew how many customers, over a period of years, I've been able to drastically increase the return on my investment, because if an ad doesn't work, I don't renew it. If I weren't tracking, I could still be paying every month for several director
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us t
The List. All of us have them, whether it’s the Chamber directory or the membership list of the association we belong to. What can we do with these lists that will give us a return on our investment of time and money?You’d think with all the work I do in helping my clients to network and gain effective referrals that the answer to this question would have been a “no-brainer.” I’m going to use the excuse that I was too much in the middle of the forest to see the trees! Or better said, the expanse of the list turned my brain to mush. Each month the local Chamber publishes their new members on the back page of their monthly newsletter. Each month I would tear off the back page and save it. My plan was to, “do something” with this resource. For the lon
• Listening overload: Many of us spend half the time we are awake listening. We listen to family, friends, co-workers etc for about five hours a day. Add this to the time we listen to radio and television you can see it is impossible for us to be completely engaged in listening for this amount of time. Therefore, our attention will wander.
• Preoccupation: We are more concerned and occupying our thoughts with other more important issues.
• Psychological: Listening carefully is difficult from a psychological standpoint. We are capable of understanding speech at rates up to 600 words per minute. The average person speaks between 100 and 140 words per minute; therefore the excess time is usually spent thinking about personal issues or mentally preparing your next statement as opposed to concentrating on the speaker to understand their message.
• Distractions: The physical environment can present distractions that make it hard to listen. A hot stuffy room, traffic, discomfort and a noisy crowded location are examples of physical limitations on our ability to listen and concentrate.
• Assumptive listening: We often make incorrect assumptions, which lead to beliefs that the conversation is either too simplistic or too difficult. In these situations, we stop listening. What we should be doing is listening to understand the message. A final assumptive mist
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