Overview | Benefits | Expert Quotes

What Respected Sources Say About People Communication Skills and Understanding the Client's Business and Needs David Maister "The key talent in good selling is being good at getting the client to reveal his/her problems, needs, wants and concerns. If you say it, I can and will doubt you. If I say it, it's true. - - - If I'm talking you're ahead, if you're talking you're losing. - - - Professionals talk too much. Ask good questions and listen." If your questions are good, the client will answer them - and you will learn! M. Scott Peck "We may feel that we are listening very hard; what we are usually doing is listening selectively, with a pre-set agenda in mind." For example: "He's very much a salesman. He's not always listening. He's only hearing what he wants to hear." -- M. Churley, former Toronto City Councillor, as quoted by the Toronto Star. Peter Drucker "No one ever tells you that which you need to know most." Unless the scope, content and sequence of your questions are right Ken Blanchard "Research shows that 68% of those customers who stopped buying from a company did so because of poor listening." "Even people closest to you in life will use words differently than you do." Clarify! Clarify! Clarify! "Listening is the foundation for all effective communication. You can build (clients') esteem and your effectiveness by learning to listen better." Better listening can be learned!