The 5 Essential People Skills by Dale Carnegie Training
Author:Dale Carnegie Training
Language: eng
Format: epub
Publisher: Simon & Schuster
Published: 2009-10-19T16:00:00+00:00
LISTEN CAREFULLY
Listening takes practice, because everybody wants to talk. It’s like stopping at a traffic light or paying your income tax: Listening may not be something you initially want to do, but you can come to an understanding that it’s necessary for the greater good. If you can avoid talking as much as a sports announcer or a game-show host, it’s a snap to listen like a pro. Listening will help you get to know the person you’re talking to and work toward creating a solid bond, which will be a building block toward a healthy and ongoing business relationship. If you can lay off the urge to talk too much and listen respectfully, your own words will count for more by coming through louder and clearer at the appropriate times.
Beyond the basic act of listening, the next step is to let the other party know that you’re listening—also known as active listening. If you’re talking in person, you can use body language—eye contact, head nodding—in response to what they say. Try always to add brief remarks that address their points and show an appreciation and understanding for what they’re saying. Think of it as your way of sharing your understanding and attention level with the person talking.
Listening gets a bit more difficult if the person you’re listening to doesn’t have very much to say. Sure, you can politely walk away or hang up and cut your losses, but sometimes people want to open up. You can encourage them by asking a lot of open-ended questions and using keywords that hint at your interest in a topic and a desire to hear further details. It could be as easy as saying something like “I’m new to promotions. It sounds interesting. I’d like to learn more” to a promotions director from your company’s trade partner. When you do this, it makes them feel comfortable and confident in what they’re discussing and they’ll be more willing to open up. But once you’ve got your listening skills down, you’re all set.
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