Thursday, January 22, 2004

“Limit your own talking. You have two ears and one mouth. The more you listen, the more opportunity you’ll have to find out what the customer really wants.” That’s number one of a list of six (6) concepts that should help a person communicate. It could be for business purposes or personal relationship. If you don’t think the word “client” applies to you, just substitute friend or associate. Often when we talk too much the real reason is that we think that the person we’re talking to doesn’t realize how valuable we really are.

“Notice nonverbal communication. Only 7% of the message our client is communicating is through the words he/she uses, 38% is through tone of voice and 55% is through body language. This means that 93% of the message that someone communicates is conveyed by body language and tone of voice. Therefore, if you’re talking to a prospect, and they start doing things like, crossing their arms, crossing their legs away from you, yawning, leaning back, looking bored or avoiding eye contact, you need to "listen" to their body language and not only their words.” This is an accurate description of what happens in any conversation. When you’re talking to someone you want to spend the rest of your life with, it might be even more important that when you’re talking to a client.

“Don’t only think about what you’re going to say next. Too many times we are so concerned about we want to say that we don’t hear what the other person is really saying. By not paying total attention to our client, we ‘sell’ them on what we think is important and not what they really want. This frustrates the potential client and in many cases we lose the sale.” If what you’re selling is you, then your loss of a “sale” may be huge.

These ideas are worth learning and applying. If you ignore them, be certain that you’re rich so that you don’t need others to help you support yourself and be ready to begin sorting out those who “like” you because you’re rich from those who really value you and want to be with you.

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