I came across a very useful little acronym. I don’t know if you’ll find it useful too.
It works on 2 levels. Whether you’re in-front of a prospect, a network contact or with family and friends, Stephen Covey’s 5th(?) habit is “Seek first to understand then to be understood”. You’ve probably heard the cliché “You have 2 ears and one mouth, use them in that order”. Well if you ask yourself “why am I talking?” you realise that either you may be talking drivel or not listening
to what your counterpart (prospect, boss, colleague, spouse, child, supplier etc) is actually saying.
The other level it works on is that it helps you to find the time to actually consider what has been said by your prospect, and use that understanding to formulate your next question.
It is a fatal flaw in many salespeople that they spend the time that should be listening, half listening and trying to work out what they’re going to ask or answer next.
WAIT and you have time (at least 3-5 seconds) to demonstrate you’re taking in what was said by the other party and to formulate a better question.
Does this make sense? Think about that for a moment.
From my Friend Marcus Cauchi who is one of the foremost expert and teacher of the Sandler System.
Now I know some of you reading don’t have business and don’t actually sell but wow what a way to hone your networking skills too!
Always remember that if you want to sell to clients you need to build up some empathy. Marcus tells you how here and more importantly Why ……
If you want to know more look at This article was given to me by Marcus Cauchi so I could pass this on you can find this article at http://www.wealthandinspiration.com
You can also find out more information on Marcus at