http://www.salesresources.com/ SalesResources.com is a free sales training portal. http://www.salesresources.com/images/saleslogo.gif http://www.salesresources.com brian@salesresources.com en-us http://www.salesresources.com/articles/article.cfm?ID=1717 The Benefits of Pausing First, you avoid running the risk of interrupting if the other person is just catching his or her breath before continuing. Second, you show the other person that you are giving careful consideration to his or her words by not jumping in with your own comments at the earliest opportunity. The third benefit of pausing is that you will actually hear the other person better. His or her words will soak into a deeper level of your mind and you will understand what he or she is saying with greater clarity. By pausing, you mark yourself as a brilliant conversationalist. Ask Questions Another way to become a great conversationalist is to question for clarification. Never assume that you understand what the person is saying or t]]> http://www.salesresources.com/articles/article.cfm?ID=1717 Fri, 22 Oct 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1702 Question for Clarification When the prospect has finished explaining his or her situation to you, and you have paused, and then questioned for clarification, you paraphrase the prospects primary thoughts and concerns, and feed them back to him or her in your own words. Use the Right Words For example, you might say, "Let me make sure I understand exactly what you are saying. It sounds to me like you are concerned about two things more than anything else, and that in the past you]]> http://www.salesresources.com/articles/article.cfm?ID=1702 Mon, 18 Oct 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1639 [1] Give me 5 minutes of your time and Ill show you a product that will change your business forever! [2] XYZ Widgets h]]> http://www.salesresources.com/articles/article.cfm?ID=1639 Mon, 02 Aug 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1633 http://www.salesresources.com/articles/article.cfm?ID=1633 Thu, 15 Jul 2010 12:00:00 CST http://www.salesresources.com/articles/article.cfm?ID=1602 http://www.salesresources.com/articles/article.cfm?ID=1602 Tue, 08 Jun 2010 12:00:00 CST