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In my opinion, one of the biggest skills of being able to sell well is developing your listening skills. Most sales companies and sales people talk about being consultative but they don’t really know what consulting is! No-one can consult if they cannot listen first. You cannot sit around a table with your fellow sales people and decide what consulting services you are going to offer to a client – it doesn’t work like that. Yes, you need a clear picture of what your services are but consulting services require you to listen to the client.

Now I guess most people think they can listen well, don’t you! Wrong! 90% of people have appalling listening skills and even those who know how to listen don’t a lot of the time. Think about it! When you are in a conversation and someone is saying something to be able to understand it you are constantly translating their words into your own experiences and your own words. Its the way our brains are wired – you make sense of other peoples’ words by interpreting them into what you think they mean!!!

How many times have you been in a conversation and before the other person has finished you ard thinkng, “I know what he/she means here, I can sort this out.” And the first thing out of your mouth is, “I know what you mean exactly, its just like when I……” Get it?

So here are 10 Levels of Listening. Read through them carefully and think about where you are on the scale. Your will probably be at different levels at different times and in differing circumstanced dependant upon your mood, the environment, how stressed you are, how interested you are etc etc. Note your level and try to remember to concentrate on moving up the levels.

Warning: Trying this is not easy – it breaks most of what we know and the benefits when you have done it will not just be in your business life. Your partner or your mother might just say to you, “You know I think you really understand me!” Got it now!

LEVELS OF LISTENING

Which level of listening are you at?

1. Not there physically (You didn’t show up!)
2. There physically, but not mentally. (Not paying attention at all)
3. Hearing the speaker but doing something else at the same time (such as watching elsewhere, reading, or thinking about a different matter.)
4. Interrupting speaker early and frequently.
5. Interrupting speaker later and less often.
6. Allowing speaker to finish, but meanwhile intensely thinking of a counter argument or response.
7. Allowing speaker to finish while earnestly trying to understand what is being said, and then replying immediately.
8. Allowing speaker to finish, pausing, thoughtfully considering what has been said, and then replying.
9. Allowing speaker to finish, pausing, summarising what you think you heard, and only then replying.
10. Allowing speaker to finish, summarising what you’ve heard, and then honing in on ‘limiting beliefs’(e.g. I must/should/ought to, I can’t), unuseful assumptions and generalisations’ (e.g. People are….., women can’t… nothing ever….), and unuseful connections (e.g. I’m too old, I won’t get another job)

Enjoy working with your listening skills!

Watch out for a further listening skills article coming soon…

For the last 10 years, Gavin Ingham has been helping sales people to explode their sales performance by turning self-doubt, fear and lack of motivation into self-belief, confidence and action. With his inspirational approach to sales performance and motivation Gavin combines commercial experience, personal excellence and communications technologies in delivering personal and business sales success.

Visit http://www.gaviningham.net now to join Gavin’s free monthly newsletter packed full of sales secrets, strategies and tactics. Join now and get Gavin’s ground-breaking 9-part objection handling course absolutely free.

You’ll just love the way this 5 step system will boost up your
website profits through the ROOF.

I will show you some simple tips and tricks that you can use
instantly and cash-in on some of the greatest profit pulling
tactics.

If you want to boost up your website profits, then this might be
the most important article you’ll ever read.

If you can use more new customers… and I mean TONS of new
sales, profits and leads, these powerful inexpensive ways will
bring in all the traffic you’ll ever need. The kind of profits
that will rocket your sales counter right off the charts!

If you want to grab MORE website visitors and convert them with
MORE sales, then I urge you to read this article immediately.

If you’re sick and tired of low profit pulling power of your
website, then make sure you take down notes and apply these
short, simple but extremely powerful steps.

Make sure you get started TODAY!

STEP 1 – Trust Your Website Visitors.

Test the “bill me later option” on your web site. Most people
are honest and will pay you. It is a powerful little tactic and
could increase your sales.

STEP 2 – Give Charity.

Find a charity your target audience would likely support. Tell
people on your ad copy that you will give a percentage of the
profits to that charity.

STEP 3 – Hold a Contest.

Hold a “buy the most wins contest” on your web site. Tell people
each monthly winner will get their entire purchase refunded.

STEP 4 – Give them Something Valuable for FREE.

Attract visitors to your web site by offering them a free
course. You could package the course on a follow-up
autoresponder and send lessons daily.

STEP 5 – Promote Articles Containing Expert Interviews.

Interview people related to your industry and get their legal
permission to convert it to an article. Promote your web site by
submitting it to ezines.

One of the most difficult and time consuming tasks in this
internet marketing world is having to continually get traffic
and convert them to sales. Why not stick some weapons to your
site that will pull in MORE profits to your site from your
existing traffic?

These tricks when used on a consistent basis can pull in
consistent traffic to your site and if you track them on a
continuous basis you can easily figure out the exact sources
that pull in continuous profits to your website.

Everything you may have heard about boosting your website
profits might be true. But this article has shown you some
amazing ways to get some MORE traffic and convert them to sales.

If you want MORE traffic, sales, leads and non-stop profits,
then I urge you to take ACTION and apply the steps laid down in
this article.

Aligning your training to learning and matching your business goals is the ideal way to increase your business wealth. In 2004, 50 billion dollars were invested in training in the United States. It’s clear that smart companies invest in their people in an effective way to broaden an individual’s human capacity, thus enabling the successful support of overall company goals.

This year’s ASTD BEST Award winners represent organizations that demonstrate enterprise-wide achievement as a result of employee learning and development (ASTD.org).

Last year’s winners outperformed the S&P 2005 index by 2 to 1! That’s an impressive indication that training and offering more skills to support your team has an excellent ROI (return on investment).

What kind of training is most effective? The kind that is matched to your business culture and supports your goals. Simply said, not so easy to accomplish. With the many different perceptions, interpretations and beliefs people have or may formulate, an organization needs to be very clear in their objectives in order to have all employees motivated to company goals.

The BEST award winners understand how to apply learning as a strategic goal and champion learning culture. Every company has different objectives but by being innovative, designing the learning to fit the culture through blended utilization of all applicable training methods. For example, specific programs enhance customer service with a simulator web application allowing learners to practice a particular task without risks involved in helping live customers, or the discipline to follow up on sales calls with a win/lose review and lesson, allowing employees to learn safely from mistakes utilizing a globally accessible database. These are examples of learning innovations which can lead to greater company performance (outperform the S&P). The key is committing to a learning process that matches your business culture and goals, delivering the appropriate blend of training tools, giving your people an edge over your competitors, outperforming in your industry.

By Dan Collins, Author & Speaker
Where people go to grow. CollinsEducational.com

Check your Sales IQ (Free) at: http://www.collinseducational.com

Copyright © 2005 by Collins Educational, LLC.
All Rights Reserved.