Sales Help And Self Help

Active Listening - A Key To Sales Success
By Virden Thornton

Active listening is a two part process that builds trust in your prospects, customers or clients and helps them to become more focused and candid in their response to your questions. The following list outlines the activities that make up active listening skills.

Phase I

• Give solid dominant eye contact (right eye) when your customer is speaking.

• Murmur a lot and nod your head to let prospects “hear and see” that you are listening.

• Ask the customer to clarify a point that is not understood or is of further interest.

Phase II

• Paraphrase back what you have heard your customer say

(NOTE: paraphrasing doesn’t mean you agree with what is said, it just lets your prospects know you heard what was said.)

• State your impressions or feelings from what has been said.

In one of the laboratories in Washington, D.C., there is a great magnifying glass that measures over three feet across. It's like the “sun glasses” we used to treasure when we were young. This great glass gathers the rays of the sun and then focuses them to a single point in space a few feet below. That single spot is so hot that it can melt through a steel plate as easily as a red-hot needle burns through paper. The terrific heat cannot be measured because it melts all instruments. It is just three feet of ordinary sunshine concentrated on a single point. Scattered, these rays are hardly felt, perhaps just pleasantly warm; concentrated, they can melt the strongest of all metals.

This magnifying glass is an example of the power of focused concentration. It also suggests to the serious sales professional a way to achieve the sales and cross-sales success you are seeking. If you want to improve any skill, including vital questioning and listening skills, you need the power of focused concentration to help you improve these important selling activities.

Improvement is almost assured when you focus on an activity for a period of time. By making a skill a priority and then setting aside some time to practice the technique each day, slowly you will burn the concept into your subconscious mind until you can perform it without even thinking about it (unconscious competence). Researchers tell us that it takes approximately 21 days to make or break a habit. Therefore, if you focus for about three weeks on your questioning and listening skills, you should be well on your way to developing some important and effective selling techniques.

Why not try focusing on your questioning or listening skills over the next three weeks. Set aside some time each day and then use some of the following activities to help you concentrate on improving your ability to learn more about your prospects, customers or clients.

1. Write down a series of questions that could help you better execute a sales transaction. Place them in a notebook, on cards, or in your day planner for easy reference. If you are at a loss for words, glance down at these questions to put the sales process back on track.

2. In each sales transaction, consciously record the number of times you respond to a prospect’s question without first redirecting the question to learn more about your prospect's needs and mind set.

3. Practice questioning techniques on your family and friends. Consciously make an effort to improve your listening skills by practicing your questioning skills.

4. Ask co-workers to role-play with you so you can put into practice the questioning and listening techniques discussed in this training.

5. Using the list of questions you have prepared, role-play in your mind how they might be used with a variety of customers. Think of customers that you have dealt with in the past and apply these principles with 20/20 hindsight. By examining what you could have said, follow this new script to its logical conclusion inside your mind. What better place is there for you to practice perfection than in your own imagination?

sales help and self help Results

	Self Help Hub Reference. Relationships. Safety & First Aid. Self-Help. Sex. Women's ... Released: 03 March, 2005 Sales Rank: 146 - Avg. Rating: 4.5 (out of 5 ... [ Click To Open In A New Window ]

	Hearing Visions Sales of self-help program to learn lipreading skills. [ Click To Open In A New Window ]

	Learning For Profit Home Learning For Profit - Expand your learning .. Ebook is a how to learn faster, accelerated learning, career education and webucation success ... CLICK HERE to become an LFP book sales affiliate. [ Click To Open In A New Window ]

	Head-Cleaners Hypnosis CDs and Tapes for Confidence, Performance, ... ... powerful, effective, entrancing self-help via hypnotic verbal tapestries for adults, teens & children ... [ Click To Open In A New Window ]

	Open Directory - Business: Management: Education and Training He has conducted many self-help presentations, corporate workshops and ... Bill Calfee Sales Training - Providing sales training, customer ... [ Click To Open In A New Window ]

	Self Publishing,Colic,Pinewood Derby,Garden of Life Vitamins,Garage Sa Tips on Self Publishing, Pinewood Derby, Garage Sales, Colic, Garden ... How to Quiet a Crying Baby and How to Help Your Child Sleep Through ... [ Click To Open In A New Window ]

	Nolo's Self-Help Law Center. FAQ and book sales about child custody issues. Offers downloadable guides, legal forms. [ Click To Open In A New Window ]

	The Motivational eStore Reviews and sales of motivational, self-help and personal development products. [ Click To Open In A New Window ]

	Sales Training Book, Book, Sales Training Book, Sales Book, Sales Trai Sales book new sales training book. Sales training book uses TM to ... have used this new approach to help them beat their competition. If ... [ Click To Open In A New Window ]

	The Richardson Company: Call Center Training Provides a broad range of call center training and education resources, including videos, CD-ROMs, self-study programs, audiocassettes, and books. [ Click To Open In A New Window ]

	Nolo: Law Books, Legal Forms and Legal Software Nolo: Law forms and do-it-yourself legal kits and books for consumers and small businesses including estate planning, business law, debt and credit, [ Click To Open In A New Window ]

	Mark Victor Hansen - Official Site of the "Master of Mindset" Your Competition and Generate All the Customers, Sales and Revenue You Want ... Mark Debates the Business of Self-Help on CNN's 360 with ... [ Click To Open In A New Window ]

	Essential Skills of persuasion, consulting, Motivation,Sales,Self Help ... These skills apply to sales, persuasion, motivation, and self improvement of any kind. Home of the 3D Mind Manchester UK Early Discount Time is running out! 3D Mind Practitioner May ... [ Click To Open In A New Window ]

sales help and self help News Releases

Dark Souls sales help drive Namco Bandai profits
Strong sales of retail games including Dark Souls and Ace Combat Assault Horizon during the last fiscal year helped drive Tokyo-based Namco Bandai to a rise in revenues and profits for the full fiscal year. As part of its financial highlights report for the last fiscal year, the company revealed that Dark Souls sold 1.19 million units in the U.S. and Europe (developer From Software self ...

J.C. Penney sales tumble, scraps dividend
NEW YORK (Reuters) - J.C. Penney Co Inc's early effort to remake itself as an affordable fashion-oriented retail chain and wean consumers off discount coupons took a much bigger-than-expected toll on sales in the first quarter. The department store owner also surprised investors by ending its dividend to help fund a multi-year overhaul under new Chief Executive Ron Johnson, who was credited with ...

At Your Service: Service Groups
The At Your Service column appears in The News-Journal on Mondays. Featured this week are service groups in Volusia and Flagler counties. AARP Daytona Beach No. 386: 386-308-5779 or 386-523-4658. AARP: 55 Alive Mature Driving, Tax-Aid, Medigap programs, driver's safety...

IMAGE @20: ROBERT KIRKMAN's Creator Owned Success
As acclaimed and beloved as Robert Kirkman's The Walking Dead is, one can't help but wonder if there's not another reason the writer has become so successful and well-known lately.He's a partner at Image Comics.

New retailer can help you take your dinner table off the grid
There is help on the way for people who want to wrest their diet from the grip of the global industrial food complex. Aspiring cheesemakers, disaster survivalists, backyard egg farmers, and front porch food growers will find equipment and hard-to-find ingredients and tools as well as practical advice at Rick Havlak’s Homesteader’s Emporium, a new retail store set to open on the suddenly trendy ...