- While a speaker says s an average of 100 words per minute, you are thinking at 400 words per minute. Don’t waste your thoughts on anything other than what they are saying. Focus on them! By the same token, if you are doing all the talking and they all the listening, the odds are they are thinking about something other than what you are saying, such as, “How can I graciously get out of this conversation? I know, I’ll ask them to send me some information or tell them that my non-existent partner needs to be in on this decision!”
-No matter what you say, the listener will only retain 50 percent of what you say after the conversation is complete. After 48 hours that will drop to 25 percent. Keep it simple and limit the stated benefits to one or two.
-Pausing encourages the other person to speak. And if you’re really good, you will notice when the other person is using pauses on you.
-The thing that people most want to hear in a conversation is their own voice. You can encourage this to happen by asking open-ended questions that begin with who, what, where, when, why or how
-Here a few additional questions to add to your question library.
"How do you feel about _____?”
“What is your thinking on _____?”
-Seeking elaboration will help you to find the real meaning behind a person’s statement, thoughts and objections. Some examples of this are:
"Do you mean _____?”
"Are you saying _____?”
-Last but not least – the more you say, the less income you are inclined to make.
- Jim
© 2009 SuccessCo.com
Share this post
Recent Comments