The Art of Communication

COMMUNICATION: from the root word “common”

“involves having something in common”

"Effective communication needs to be built around this simple foundation and realisation: communication is a dialogue, not a monologue. In fact, communication is more concerned with a dual listening process."

Dr. Heinz Goldmann

To communicate clearly you need to find the other person’s dominant perceptual mode

Visual – Auditory – Kinaesthetic

Present ideas so that they can see and hear and feel themselves experiencing the benefits of your ideas

ACTIVE LISTENING

Learn to see, hear, and feel in the same way the other the other person sees, hears, and feels.

Reflect back to the other person what you understand them to be saying. (Be careful not to change the meaning of what someone says by paraphrasing what you think they said)

Clarify what the other person is saying by asking questions:-

Seven serving men:

What?

Who?

Which?

When

Where?

How?

Why?

Remember 70/30 Rule - which is 70% listening and 30% Talking

Author:.

Colly Graham CEO of salesxcellence After graduating from college, Colly entered the field of accountancy however after five years decided to change his career direction in sales. First working for a Fortune 500 company in fast moving consumer goods, his career progressed from selling capital equipment, financial services to internet services, with a wide management experience in both telephone and field sales, concentrating on the recruitment, training and development of sales people, in this ...

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