can take advantage of the time by focusing on other aspects of the speaker to clue you into his message. Also beware against letting individual words – especially those laden with emotion – create a barrier to compre- hension. Beware controversial words: the speaker may not intend what you assume he means. Take note of concepts, not phrases.
Too many people attempt to remem- ber precise phrases used by a speak- er, assuming they are retaining the important “facts” of the talk. You can improve as a listener by concentrat- ing on the central ideas the speaker develops. You may not need to take notes at all. If you do write things down, though, list facts and principles separately. Don’t jump to conclusions. Poor listeners make judgments about the speaker’s meaning before they hear him out. This undermines concentra- tion and can cause you to miss the essential meaning because you’re busy framing questions or rebuttals to the speaker. To increase your listening power, use the difference between speed of speech and speed of thought to your advantage. People usually think at the range of about 400 words per minute – about four times faster than the av- erage speaker talks. Use this lag time to anticipate the speaker’s next point. If you’re wrong about what you’d thought he’d say, you’ve clarified his meaning in your own mind. If you’re right, you’ve underscored the point by anticipating it and confirming it. Good listening isn’t easy. Juries and
church congregations are known to have a very low listening efficiency. Studies show that college freshmen usually retain only 50 percent of a 10-minute lecture – and half of that usually fades within four hours. To be a good listener, you have to work at it. You have a lot to gain by getting your listening skills up to the thinking level. Learn how to listen for a sale today.
CLOSING BOOK
SALES ENABLEMENT IS READY FOR DISRUPTION
SELLING TIP Ten Tips for Voice Improvement
By spending a few minutes a day working on the quality and tone of your voice, you can turn it into a personal and professional asset – especially if you speak to prospects and customers on the phone. Try these 10 tips toward improving your voice. 1. Breathe normally – studied breathing is not the secret of a strong voice. Taking in a deep breath wastes energy and can make you tense.
2. Speak in the vocal range most natural and comfortable for you. A vocal range can be extended, but only with training and over time.
3. To control your pacing, speak in manageable groups of words. Con- centrate on one thought at a time and speak in shorter phrases – using fewer words per breath.
4. Poor posture will throw off your air supply and your vocal support muscles. Sit up straight – especially when speaking over the phone.
5. Keep mouth, throat, and jaw muscles relaxed to avoid a nasal sound. 6. Open your mouth and throat a little wider when speaking. If they are too constricted, your sound can be cut in half.
7. The vibrations generated by humming are great for revving up the voice. Hum before picking up the phone.
8. Excessive throat clearing is an irritant and can harm vocal cords. It is better to swallow if your throat feels congested.
9. Avoid dairy products for an hour or two before an important meeting, speech, or conversation.
10. Most people’s fear of public speaking results from being inadequately prepared. If you feel nervous, practice out loud – using your full voice for an important encounter or presentation.
By practicing these exercises you can strengthen and change your voice.
You’ll never have to worry about sounding artificial or affected and this will lead to more responsive customers.
– JEFFREY JACOBI SELLING POWER SEPTEMBER 2016 | 7 © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40