Connect Relate Motivate by Rik Rushton
Author:Rik Rushton
Language: eng
Format: epub
Publisher: Wiley
Published: 2020-03-14T16:00:00+00:00
Listen for the cues
As explained in
chapter 2, it is important to ‘tune in’ before you broadcast. If you ask the right questions, you’ll know how to respond in a considered way based on the answers you receive. This helps you to engage in a higher quality of communication. It will come as no surprise to you that I follow a three-step process when actively listening in every conversation. This process involves the why, what and how questions:
» ‘Thank you for connecting. Can I ask why you have chosen/are considering me?’ How they answer this strategic question determines what I do next. If I get a positive response such as, ‘We have been referred to you’ or ‘We liked the content on your website,’ I quickly follow up with …
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