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To print out this page without losing any text change your
page orientation to "Landscape". You will find this setting in your
printers properties page. From: Mike Kubasak The Power of Listening It is one thing to be able to ask intelligent questions, and it is another thing to be able to listen to the answers. Having been in countless meetings, I have observed the following: While many professionals have talked their way out of a sale, nobody ever "listened" themselves out of one! You have experienced someone cutting you off as you began to answer. How did this make you feel? People want to be heard, and the best way to elevate your status from salesperson to advisor-confidant is to let your prospect or client family finish talking. Additional benefits of listening are:
When you listen, you seek to better understand. There is a big difference between hearing what someone is saying and listening to someone. When hearing, you are merely waiting your turn to speak your mind. You are listening only for the information that applies to what you want to talk about. Listening means looking into the experiences and views of your clients. It means learning how he/she feels and thinks. If you do all the talking, you have no way of telling what the client is looking for. Two ears and one mouth means: spend two-thirds of your time listening and one-third talking. Your effectiveness to serve and sell will dramatically increase. ****************************** Be sure to read about Mike’s new book.... Traversing the Minefield Best Practice: Reducing Risk in Funeral-Cremation Practice Learn about and purchase Mike’s book now by visiting his website, www.kubasak.com and click, "View Mike’s New Book." Heralded as a "must read by everyone in funeral-cremation-cemetery service" it is currently available to you with a charter discount, pre-publication price. Read an excerpt, read the comments from critics, view the Table of Contents, and receive a Full Description of this important book on Best Practice. Go to www.kubasak.com. You’ll be glad you did.
Feel free to forward the Kubasak Line to a colleague or friend. Kubasak Associates is the premiere expert in enhanced services for funeral professionals. We provide: individual coaching, workshops, presentations and consulting services. For additional information or to order publications, tapes, reprints, or books, go to: www.Kubasak.com Back issues of Kubasak Line are available at www.Kubasak.com! If you do not wish to receive the Kubasak Line, reply with “remove” and I will personally remove your email address. |
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