Principle # 4 Feeding Back What You Think You Heard
To ensure continual understanding, feeding back or clarifying
what you think you heard, is something you will learn to do on a
constant basis throughout your dialogue, making sure that you're
on the right track, using phrases like...
* "Let me repeat that to make sure I understand what you're
saying" or
* "Would you go over that again to make sure I understand...?"
Don’t take anything for granted as you progress.
If you don’t understand something, ask for it to be repeated.
Hark the saying; "I know you think you know what I said but what
I said is not what I really meant!"
Also, summarizing what you think you heard gives the other person
the opportunity to correct any misunderstandings. Words and
phrases can often mean different things to different people.
Remember, we are all individuals and we each have our own view of
the world!
The ultimate feedback is at the end of your conversation when you
are presenting your solution. This is the time when you are in a
position to summarize what a person has, what they are looking
for and why they want it and how you can help them get it by
offering your solution. If you feedback, recap and present this
based on everything they told you, you will have truly
demonstrated a complete understanding.
And people love people who understand them. It's extraordinary
what people will tell you if you listen to them. Why? Because
you'll be one in a million who does listen, and if you do it with
love and care, you become a very valuable person.
In fact, you create value in you and everything you represent
with your ability to ask questions, listen and feedback.
The point is that by not focusing on selling your solutions
services, but
focusing on discovering and understanding problems and getting
behind them first, to see whether you can help, and whether the
other person is prepared to be helped, you will both see people’s
challenges more clearly.
As well, when you understand what a person is really looking for
and why they want it you will be able to customize your solution
and present it so that it personally means something to them.
MONEY MAKERS
