A business newsletter with Pizzazz!

"We help leaders become better marketers
using a holistic business approach!"

June 8, 2004

 A great communicator  "And whatever else history may say about me when I'm gone, I hope it will record that I appealed to your best hopes, not your worst fears, to your confidence rather than your doubts. My dream is that you will travel the road ahead with liberty's lamp guiding your steps and
opportunity's arm steadying your way." Ronald Reagan 1992

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Marketing is all about two-way communication. Marketers listen to clients and prospects to better understand wants and needs. Marketers relate what they learn from clients and prospects to their organization, helping to craft solutions. The organization responds, then marketers communicate solutions back to the clients and prospects.  An important part of being a 'great communicator' is becoming a better listener during each step in the communication process. We all can be better listeners and avoid bad listening habits. Use this quick check-up to help you improve your listening and communicating skills. 

By the way, check out my newly-added on-line speaker's bureau for the D/FW Metroplex. Can you add to the list of non-profit organizations or speakers?

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IN THIS ISSUE

►Become a better listener!

►Smiles make the day!

►$ Million Marketing Tip

►Check out our new on-line speaker's bureau

►Amazing facts...

Become a better listener!

1. Prepare
Gather your thoughts and review any pertinent materials you may have before your discussion. Think about the results you want from the discussion.
Prior preparation improves your ability to evaluate and learn from the speaker's comments.

2. Relax
Try to establish a relaxed atmosphere for both you and the speaker. Stop other things and focus on your conversation. Look the speaker in the eye and pay close attention to what is being said. Show that you are listening and that you respect the speaker.

3. Gather main points
Mentally keep track of the main points of your discussion. Ask for clarification if you are unclear about the speaker's point, but avoid interrupting until the speaker completes his/her comment. Your request for clarification may help the other person better organize his/her thoughts.

4. Listen carefully when you disagree
We tend to ignore or distort speaker's points on which we disagree. Make a special effort to remember debatable points and be sure you clearly understand the speaker's views before stating your position.

5. Try to ignore the speaker's manner
The speaker's manner or tone may indicate emotional turmoil that, in turn, makes it hard for the speaker to deliver the real message. A relaxed, non-threatening atmosphere helps, but you still may have to set aside the speaker's manner to understand his/her point.

6. Consider the circumstances
Perhaps the speaker feels pressured or fearful. The conversation may be plagued by unavoidable interruptions. Try to allow for any extenuating circumstances affecting the speaker and judge the speaker's views in the context of his/her perceived situation.

7. Avoid prejudging
It is easy to decide in advance that because of the speaker's position, manner, or appearance that nothing valuable will be heard. Often, the person with dirt under his fingernails or ink smudges on her blouse has very valuable information to communicate to an astute listener.

8. Listen for the ideas
It is more useful to listen for the speaker's ideas than to focus on "facts or figures." If you gain a clear understanding of the ideas, specific facts can be gathered and verified during follow-ups.

9. Dump distractions
Try to avoid letting outside noises or activities rob your attention. Most conversations take place amid other activities. It is all too easy to let your mind wander when strange sounds intrude, or the discussion seems to you to be tiresome. 

10. Restate
As the conversation comes to a close, take the time to restate the points made and your understanding of the speaker's views and your own positions. Cover the most important issues carefully. If you or the speaker have misunderstood the other, this is the best time to gain clarity and, perhaps, greater agreement. You still may not agree on some issues, but you should try to gain agreement on what has been said and on where each party stands.         

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Smiles make the day!
Actual, yet unorthodox names for bar-b-que seasonings and related products are the rage these days. Witness the following:

► Rub It Raw - bar-b-que dry rub

► The Lord of the Wings - gourmet buffalo wing seasoning

► Dragon's Breath - hot sauce