Are you aware that approximately 60% of all communication is non-verbal? A Whopping 60% isn’t about the words we say but more importantly how we express our words, including and certainly not limited to, our body language!

Fran and Suzanne have made some excellent points in regard to communication, thank you both for your input.

How do you feel about what you’re saying? Check your body language. Are your shoulders slumped over or are you yawning and fidgeting? Pay attention to the mixed messages you may be conveying when you aren’t fully present in the conversation. If your eyes are darting here and there, your listener may perceive you to be “not interested.”

Even on the telephone we can still send the wrong message to our listener if we aren’t acknowledging what has been said with an occasional, yes or okay I hear you. Active listening is very important when communicating on the phone because it lets your speaker know you are paying attention and that you heard what was said by them.

My clients, who are involved in sales, often complain to me that their prospects won’t open up or share what their real feelings are for the products and services being offered. May I be so bold as to suggest that when you talk less about your company and all its wondrous products and you spend more time learning about your prospects requirements, you will experience an increase in sales. It is true, talk less and you will make more money because you will be actively involved in your prospects’ hot buttons due to your newly developed habit of listening rather than talking.

Imagine all that you’ve been missing by not allowing the other person to expand on their viewpoints and stay quiet for a moment in order to find the right words to say before you jump in and finish their sentence for them. Habits, poor habits such as the one I just described, are costing you big money.

Active communication includes nodding your head in acknowledgement or adding a quiet, “Go on…”, “I see…”, or other phrases designed to keep your talker talking. Make eye contact when communicating face to face or, when on the phone, take notes and repeat back what has been said from time to time. This lets your listener know that you ARE paying attention and focusing on their words. Most human beings love to have someone pay attention to them and when you can be that someone, you will find yourself with an abundance of clients and friends.

L

Trackback URI | Comments RSS