Answer these questions to see how accurately you hear what your communication partner intends you to hear, and how much business you are losing as a result.
While writing my new book “What? Did you really say what I think I heard?” I spoke with dozens of people about the way they heard others. Almost to a person, everyone thinks they listen accurately. Ah, but do they hear what’s intended??
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Sharon Drew Morgen is the NYTimes Business Bestselling author of Selling with Integrity and 7 books how buyers buy. She is the developer of Buying Facilitation® a decision facilitation model used with sales to help buyers facilitate pre-sales buying decision issues. She is a sales visionary who coined the terms Helping Buyers Buy, Buy Cycle, Buying Decision Patterns, Buy Path in 1985, and has been working with sales/marketing for 30 years to influence buying decisions.
More recently, Morgen is the author of What? Did you really say what I think I heard? in which she has coded how we can hear others without bias or misunderstanding, and why there is a gap between what’s said and what’s heard. She is a trainer, consultant, speaker, and inventor, interested in integrity in all business communication. Her learning tools can be purchased: www.didihearyou.com. She can be reached at sharondrew@sharondrewmorgen.
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Sharon Drew Morgen November 2nd, 2015
Posted In: Listening