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want to use the imbedded video to illustrate in an extreme way how
important communication is. It is not only speaking and listening but
also UNDERSTANDING what is being said. Sales people who have mastered
the understanding of what is being communicated are the real champions
of our chosen profession. I was privileged to fly in an assortment of
airplanes while serving in the United States Air Force! Steve Ritchie
(who tells this story and is one of only 5 Aces from the Vietnam war)
along with Robin Olds, "Chappie" James, Ray Robinson and of course the
immortal Chuck Yeager are among my greatest heroes.
You must learn to really listen to what your customers are saying. Now I
mean really listen not just be preparing for what you are going to say
in response! To understand what they are trying to communicate to you
by asking them questions of clarification is the best thing you can do
for them because you are able to really help them with what they need
and not just sell them something. Communication is the foundation of
friendship and friendship is the foundation of relationship and
relationship is the foundation of everything no matter whether personal,
spiritual or professional.
Wishing You a communicative 2013,
Dan
aka
Captain W Dan Dobson
USAF
1967-1972 |
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