ABOUT AEFG
PRODUCTS
BUSINESS COACHING
SPECIALTY CERT'S
EVENTS
PT SALES HELP
FREE BI-WEEKLY EZINE
Fitness Centers Call Today For a FREE Personal Training Diagnostic at 1.866.516.2421
|
|
Fitness Centers Call Today For a FREE Personal Training Diagnostic at 1.866.516.2421 |
|
|
LISTENING! BUT, BUT, BUT? Posted on Sep 1, 2008 - 9:39AM LISTENING! BUT, BUT, BUT? Contributing writers: Brett Johnston, Mark Leeling & Randy Humola I have come across several sales associates (trainers) in my day. One thing always holds true. The better they are at listening the more clients (income) they have. So, what is the mystery behind being a great listener? Why do some do it better than others? Is it nature vs nurture? Is it the age of the sales associate (trainer)? Well, all of those things are factors - but not the answer. You can learn to earn, it just takes practice and a commitment to getting better. Did you ever wonder why we were all blessed with two ears and one mouth? If you lost one of your ears in a freak accident or you are deaf in one ear, it's still ok, you still have a 1-1 ratio. It just means more practice. Yes, I happen to be deaf in 1 ear! The basis for all communication is first seek to understand then to be understood. This means you have to utilize your ears and your brain and take your mouth off of auto pilot. For some this will be harder than others. The most common listening mistakes are as follows: cutting people off mid sentence because you think you know what they are going say, prejudging a prospect, thinking while someone else is talking. These bad habits can cause you to miss important and crucial information. Here are some suggestions: Try utilizing the "string of pearls" method. Simply put, everything that comes out of someone's mouth is a pearl. You listen first, then interpret (use your brain), then respond. Each statement is a pearl linked to the next by your response and question. If that doesn't help, here are the 14 rules to becoming a better listener. 1. Don't interrupt (But, but, but) 2. Ask questions. Then be quiet. Concentrate on really listening 3. Prejudice will distort what you hear. Listen without prejudging 4. Use eye contact and listening noises (um, gee, I see, oh) to show the other person you are listening 5. Don't jump to the answer before you hear the ENTIRE situation. 6. Listen for purpose, details, and conclusions. 7. EMPATHIC LISTENING involves interpreting. Interpret quietly! Feel what they feel, tie into their emotions. 8. Listen to what is not said. Implied is often more important than spoken. 9. Think between sentences 10. Digest what is said (and not said) before engaging your mouth 11. Ask questions to be sure you understood what was said or meant. 12. Ask questions to be sure the speaker said all he/she wanted to say 13. Demonstrate you are listening by taking action 14. If you decide to think during speaking, think solution and don't embellish the problem. I would like to issue a 30-day challenge to all who read this article. Try to go 30 days without cutting someone off mid-sentence. Not just clients, but anyone you come in contact with. If you can make it you will be well on your way to becoming a better listener. |
|