|
Listen To What Is
Not Said
There is a real distinction between merely hearing the
words and really listening for the message. When you listen
effectively you understand what the person is thinking and/or feeling from the
other person’s own perspective. It is as if you were standing in the other
person’s shoes, seeing through his/her eyes and listening through the person's
ears. Your own viewpoint may be different and you may not necessarily agree with
the person, but as you listen, you understand from the other's perspective. To
listen effectively, you must be
actively involved in the communication process,
and not just listening passively.1
Listen to how something is said. We
frequently concentrate so hard on what is said that we miss the importance of
the emotional reactions and attitudes related to what is said. Attitudes, and
emotional reactions may be more important.
Be empathic and nonjudgmental. You can be accepting and
respectful of the person and their feelings and beliefs without invalidating or
giving up your own position, or without agreeing with the accuracy and validity
of their view.
Listen to yourself.
Be aware of your own emotions. Your feelings of sadness, anger, anxiety, fear or
happiness are often the first clue that your prospect is communicating an
important emotional message. Avoid the trap of quickly acting on your emotions.
For example, if you find yourself feeling angry, do not tell your prospect you
are angry; instead use your feeling of anger as a cue to find out more about
what he or she is saying.
10 Rules of Listening
By: Linda Eve Diamond
Rule #10: Be Aware.
We must be aware of the speaker, aware of verbal and non-verbal
cues, and aware of our own listening strengths and challenges ...
More
Selling By Coaching
Treat your prospective customer as
a player who wants to achieve extraordinary results. You are to help the
player win.
Listen to words,
body language and
emotions to understand the player's
both conscious and unconscious needs....
More
Emotional Intelligence
Emotional energy is what runs the world.
Everyone is primarily emotional. Everything that people do, or refrain from
doing, is triggered by their deeper emotions.
"Emotional Intelligence" refers to your
capacity and skills to recognize your own feelings and those of others, for
motivating yourself, and for managing
emotions well in yourself and in your
relationships...
More
|
