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Casual Articles - Better Listening Skills = More Sales
Experience is definitely one of the most important factors in a recruiting process. Actually, enough work-experience is also a requirement for all good MBA programs.The MBA is the certification that you have also learned all the important tools that are necessary for a management position. Of course, through years of experience, through self-documentation, failures and successes you might have learned what others learn during 1 or 2-year MBA programs. And, of course, one can become the CEO of a Fortune 500 company without an MBA, or even without complete studies (see Mr. Gates).In the end, it all depends on the person. For a person which is less entrepreneur and not planning to start his/her own business but to apply to a large company, I would definitely recommend doing an MBA.The HR departments get hundreds of applications a day, many of them are automatically se
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environme
Are you struggling in your current job? Have you looked for career change advice in all the traditional places – career counselors, business magazines, trade journals and are still stuck in a job you hate? Below is an easy process to get you moving forward.How Unhappy are You on a Scale of 1-10?Most people need to encounter significant dissatisfaction and pain in order to step outside of their comfort zone and make changes. What is your level of satisfaction? On a scale of 1-10 with 1 being "I can barely get out of bed in the morning" and 10 being "I would do this work for free", what is your level of satisfaction with your current work situation?Do I Hate the Work Itself?If you are doing your right work, you will get energy from your work. Helping people break free from the corporate world gives me energy. I get off our Fearless Action Group calls with more
One of the most significant business information exchanges is between a company’s front line sales representatives and either it’s existing or potential customers. Information processed between these parties will have a significant affect on many other employees within both party’s respective companies as purchase commitments are made.
Maximizing the effectiveness of aural business communication between sales personnel and customers hinges on two fundamental communication process components, talking and listening. It makes sense that no matter how well you articulate a message to a customer, if it is not effectively absorbed by your target audience the probability of sales success is greatly reduced.
Why Do Salespeople Tend to NOT Listen Well?
It is known that humans think faster than they listen. While a sales prospect is talking at an average rate of 125 words a minute, the average salesperson is thinking at a much more rapid rate. The act of listening, the differential between the salesperson’s thinking rate and the prospect’s speaking rate means the salesperson’s brain can and does work with hundreds of other words, in addition to the ones being heard. Often the salesperson is thinking about what they should or will say at the expense of what the prospect is actually telling them.
The challenge at hand for all sales personnel is to learn how NOT to construct their ideas and responses during the most critical stages of their selling process. This is not easy to do given the sales prospect is also subjecting themselves to the same listening distractions. It is no wonder so many sales calls “fall apart” after the salesperson missed a key point made by the prospect and consequently lost or never got the order.
Many business professionals, especially those who make their living selling, depend greatly on their communication skills to enhance their overall job performance and maximize their income. Few salespeople have yet to even scratch the surface of developing their optimum listening skill potential. Many sales professionals have never had the opportunity to learn how to listen most effectively.
Can A Salesperson Learn to Listen Better?
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environmen
Besides the role of words in political episodes, there are a number of business events demonstrating the power of words.Watch media and simulate:Just watching the print and electronic media will give ample scope to learn the usage of words and connected short stories.Now, you have understood that a set of words will play a key role in dissemination of desired information in a peculiar style. Then, the message is retained in the minds of the reader-viewer and makes him a potential customer.Compare with others:The business is thoroughly understood. The properties and the special beneficial characters of the product, service, or the concept are carefully studied. They are compared with that of others available in the market.Bring out the special characters:The outstanding feature of our product should be hig
Maximizing the effectiveness of aural business communication between sales personnel and customers hinges on two fundamental communication process components, talking and listening. It makes sense that no matter how well you articulate a message to a customer, if it is not effectively absorbed by your target audience the probability of sales success is greatly reduced.
Why Do Salespeople Tend to NOT Listen Well?
It is known that humans think faster than they listen. While a sales prospect is talking at an average rate of 125 words a minute, the average salesperson is thinking at a much more rapid rate. The act of listening, the differential between the salesperson’s thinking rate and the prospect’s speaking rate means the salesperson’s brain can and does work with hundreds of other words, in addition to the ones being heard. Often the salesperson is thinking about what they should or will say at the expense of what the prospect is actually telling them.
The challenge at hand for all sales personnel is to learn how NOT to construct their ideas and responses during the most critical stages of their selling process. This is not easy to do given the sales prospect is also subjecting themselves to the same listening distractions. It is no wonder so many sales calls “fall apart” after the salesperson missed a key point made by the prospect and consequently lost or never got the order.
Many business professionals, especially those who make their living selling, depend greatly on their communication skills to enhance their overall job performance and maximize their income. Few salespeople have yet to even scratch the surface of developing their optimum listening skill potential. Many sales professionals have never had the opportunity to learn how to listen most effectively.
Can A Salesperson Learn to Listen Better?
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environme
Retailers face an intense competitive environment. With the growing availability of retail space there are more stores joining the marketplace. At the same time there is also a great deal of money to be made at the retail level.Consumers have more disposable income to spend, and have become accustomed to experience shopping as a form of recreation.Here are some strong selling strategies that can be used by retailers to produce more sales.Retail Selling Strategy #1Display the original retail price, or manufacturers suggested retail price, next to your price. Make the two prices very clear so that shoppers will realize what a great bargain they are receiving.Retail Selling Strategy #2Offer free promotional items. If you want to increase your retail sales you should strongly consider using promotional items. Promotional items should have a high pe
The challenge at hand for all sales personnel is to learn how NOT to construct their ideas and responses during the most critical stages of their selling process. This is not easy to do given the sales prospect is also subjecting themselves to the same listening distractions. It is no wonder so many sales calls “fall apart” after the salesperson missed a key point made by the prospect and consequently lost or never got the order.
Many business professionals, especially those who make their living selling, depend greatly on their communication skills to enhance their overall job performance and maximize their income. Few salespeople have yet to even scratch the surface of developing their optimum listening skill potential. Many sales professionals have never had the opportunity to learn how to listen most effectively.
Can A Salesperson Learn to Listen Better?
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environme
It is now time for the interview and you need to get your interview approach right. There is no better approach to an interview than to prepare well and in time. By preparing carefully and well in advance, all details are taken care of in an organized manner. So you have prepared for all kinds of commonly asked questions, practiced your answers, got your industry and company information ready, your questions ready, you are dressed out well for the interview and now here it is ?the big hour. You are nervous. Despite all your preparation the interviewer could ask you the one thing that you might not have prepared for or the one thing that you might forget. You conjure up images of all that could go wrong, you are sweaty in the palms and nervous as you anticipate the interviewers tearing you apart. What if they find someone much before your turn comes? How come everyone else looks more re
Many business professionals, especially those who make their living selling, depend greatly on their communication skills to enhance their overall job performance and maximize their income. Few salespeople have yet to even scratch the surface of developing their optimum listening skill potential. Many sales professionals have never had the opportunity to learn how to listen most effectively.
Can A Salesperson Learn to Listen Better?
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environme
If you are a department, division or subsidiary manager, your budget is a precious possession whether you work for a business, a non-profit or an association. So why stand by while your public relations team spends too much time and treasure on tactics like press releases, column mentions and brochures? Especially when you could be using an aggressive PR blueprint to persuade your most important outside audiences to your way of thinking, then move them to take actions that lead to your success?The good news is, that aggressive blueprint shines the PR spotlight directly on those outside groups of people who have a large say in how successful you’re going to be – namely, on your key external target audiences. It reads this way: people act on their own perception of the facts before them, which leads to predictable behaviors about which something can be done. When we create, change
A comprehensive study completed at the University of Minnesota examined the listening ability of several thousand students and hundreds of business professionals. One of the primary conclusions of this study was that immediately after the average person had listened to someone talk, they remembered only about half of what was actually said – no matter how intensely they attempted to absorb all the information communicated.
Our basic inability as humans to listen effectively requires us to utilize continuous educational reinforcement to truly master listening skills not only in a business environment but on a personal level as well. This means for a salesperson to be most effective in any selling situation a systematic effort must be made to consciously attempt to concentrate more on what is said to them, than what they will say in response … this simple priority of aural information exchange elements will provide a significant selling advantage in almost every possible selling scenario.
Prioritizing listening over talking in a sales situation is easier said than done. It takes training and ongoing integration into any selling technique process.
Listening Skill Development Should be in All Sales Training
Any training, especially sales training, should improve listening skills development. Like any skill set, practice in a controlled setting can not only build self awareness of listening deficiencies, but it can reinforce required skills to leverage other, associated selling tactics integrated in the sales process. As Vince Lombardi once said, “It’s not practice makes perfect, its PERFECT practice makes perfect!”
Six Steps to Improving Selling Listening Skills
Again, with practice and conscious resolve, a salesperson can acquire the mental agility to become a better listener by mastering these six “mental listening exercises”:
1) Learn to “listen ahead”: By “listening ahead”, trying to anticipate where a discussion is leading to, during the dialogue, determining the conclusion in advance of your required response allows you to relax and improve information absorption
2) Learn to periodically validate communicated information: By mentally striving to validate the accuracy and completeness of information points made by the prospect, especially during pauses in the dialogue, (which can be achieved with note taking), you can allow yourself to absorb more information easier, especially information forthcoming in the continued dialogue
3) Utilize “Active Listening” techniques: By periodically, mentally summarizing the major points communicated by the prospect and voicing, reaffirming your interpretation of the points made back to the prospect you add a tremendous amount of clarity to the information exchanged thus far
4) Strive to understand versus “Judging”: By working to consciously understand what the prospect is saying versus the natural tendency of judging – approving or disapproving what is said will allow you to absorb what is actually said more than any other listening development technique
5) Use your eyes to “get
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