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Screen out distractions: Imagine you and client, customer or buyer are in a tunnel alone and all you can hear is each other. Think only of message.
Limit your talking: You can't listen and speak at same time.
Listen for content: Listen to words. Don't respond to your stereotype of, or past history with, buyer. Stop judging style of delivery.
Prove that you listened: Once you believe client, customer or buyer has said everything, paraphrase what you heard. It confirms that what you are about to say responds to what they really said, and feel heard!
Judith is recognized for her skill in facilitating high-value results while empowering organizations to create increased profitability and high-quality relationships. Featured in ICFAI University’s Executive Reference on Diversity Management, author of Engaging Leadership, and Keynote at International Conferences, winner of International Coach of the Year 2004 Judith@ponoconsultants.com (902) 434-6695