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 Networking Tip #112 -
Listening Successfully
The Miriam Webster Collegiate Dictionary describes listening as "to hear something with thoughtful attention." Successful listening is the most important networking skill, and hearing someone is not necessarily listening. So successful networking and selling involves more than just letting someone talk. Listening, then, is an active and not a passive behavioral skill that is question-based if you don’t entirely understand what the person is talking about.

How many times have you gone to a gathering or networking event where some people sound like a boring broken record with their constant blabber about their product or services? Some people carry the blabber to their whole panorama of marketing. The best conversational skills are listening and responding in turn; much like a tennis match. In most cases, however, it is better to do most of the listening at your first meeting.

Many effective networkers say very little, they know the RBP (Relationship Building Process) has listening as the most important skill. Here are some fine points to ponder in developing your listening skills:
  • Ask clarifying questions so you fully understand the speaker.
  • Show that you are listening by leaning slightly forward and nod occasionally.
  • Try to find those elements in the speaker’s talk that interests you.
  • Don’t be distracted by other people.
  • Maintain eye contact at all times.
  • Smile at all times.
  • Enter some points of interest with questions like…"Give me an example." "How do you feel about…?" "Do I understand you correctly, are you saying…?"
So, avoid giving a monologue, pitch, boring speech or self serving "elevator speech" and resolve to listen as best you can when first meeting someone. Develop a "Vocal Value Statement" (see previous newsletter on V.V. S.)

During a second meeting or follow up, you can do some communication blending. Club 100 Learn & Grow members learn this behavioral skill early on in their relationship building.

If you want more information on becoming a powerhouse producer, whether you are selling a product or offering a service, give us a no-obligation call toll free at (800) 732-8076 or email Joe at joe@dandreabiz.com. We have a passion to help people and businesses grow.
D'Andrea Business Solutions      |     (800) 732-8076     |     www.DAndreaBiz.com

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