Doug D’Anna’s latest ‘e-Wealth Daily’ article is titled “Practice Before Diving Right in”. [‘e-Wealth Daily’ Article]


Doug D’Anna’s latest ‘e-Wealth Daily’ article:

Practice Before Diving Right in

Sports teams practice, actors rehearse their lines, and pilots go to flight school. If you’re serious about getting what you want, then you must practice your new skills, too. You can practice your communication skills just about anywhere, with anyone you encounter during your day. You can get people to be more cooperative and productive if you can discover their needs and help to fulfill them. Allowing others to speak and demonstrating a genuine interest in how they feel are also key practices.

Here are a few exercises that will help you to change your style of communicating in order to get different results than what you’ve gotten in the past.

Try being direct with someone, without being demanding. Take an instance where you would normally back down, perhaps with a family member, and don’t be obscure about your
position. Speak deliberately, use concise phrases to describe how you are feeling, and don’t use a tone of voice that will soften your message’s impact. Be polite and take some time to
think before you speak. Think about the emotions you can express that will get you ahead — and control the ones that will put you at a disadvantage. Praise — don’t criticize — if the
discussion becomes heated. Choose the right time to approach the subject and make sure that the other person is in a reasonable and receptive mood. Also take stock of your body language. Does it show that you mean business?

Give the other person time to respond and ask how he or she feels. Listen closely to their response. Empathize, sympathize, and put yourself in their shoes. Ask how you both can work
toward some form of resolution. Give suggestions. Then leave the conversation with an affirmation, such as “I’m glad we were able to discuss this rationally and I got to know your point of view.” Also provide an open invitation for further discussion, with a line such as, “I know you are upset, but I want you to know that I am here to discuss this further whenever you need
to.”

Focus on a particular problem you have with someone and be solution-oriented in your approach. Be willing to take responsibility and do your best to apply the solution that you
suggest. Ask the other person for their opinion. It will make them feel valuable and it will generate a greater commitment to a shared resolution on their part.

Create a script book. Write down a list of questions that prospects will ask you and the answers that will satisfy them. Whenever you hear a great sales question, conversation starter,
or closing statement from someone who swears by it, write it down and add it to your book — if it works, it’s worth noting. Keep your book handy when you make cold calls and refer to it
often. These words have been proven to work. Use them and they could work for you.

e-Wealth Daily

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