DEVELOPING EFFECTIVE LISTENING SKILLS FOR MAJOR ：培养有效的听力技能，主要.ppt

DEVELOPING EFFECTIVE LISTENING SKILLS FOR MAJOR AND PLANNED GIFT FUNDRAISERS THE IMPORTANCE AND ESSENTIALS OF COMMUNICATIONS CREDIT TO SARAH A. ARCISZEWSKI OF WMET, NEW YORK ESSENTIAL ELEMENTS FOR CONNECTION MODE LESSONS IN ACTIVE LISTENING FROM SALES EFFECTIVENESS TRAINING LISTENING SKILLS CAN BE BROKEN DOWN INTO THREE BASIC COMPONENTS 1. ATTENDING BEHAVIOR – NONVERBAL COMMUNICATIONS THAT SHOW THE OTHER PERSON YOU CARE ABOUT WHAT THEY ARE SAYING. SILENCE IS POWERFUL BECAUSE IT: SHOWS ATTENTION TO THE SPEAKER AVOIDS JUDGEMENTAL OR DEFENSIVE RESPONSES CREATES MILD PRESSURE FOR THE SPEAKER TO KEEP ON TALKING USE OF QUESTIONS TO CONCENTRATE ON WHAT PROSPECT IS SAYING, CLARIFY INFORMATION, AND TO PROVE YOU UNDERSTAND AND EMPATHIZE. SOME GOOD TECHNIQUES FOR THE ACTIVE LISTENER WHEN YOU ARE CERTAIN YOU UNDERSTAND WHAT HAS BEEN SAID THE GOAL OF THE EFFECTIVE LISTENER/FUNDRAISER IS TO ENCOURAGE THE PROSPECT TO TALK, THEN LISTEN TO UNDERSTAND HIS/HER VIEWS AND UNIQUE NEEDS AND FEARS RELATING TO THE GIFT DECISION. THIS MEANS LISTENING WITHOUT AN AGENDA. ONLY IN THIS MANNER CAN YOU TRULY BECOME PARTNER/CONSULTANT. WHY QUESTIONS ARE SO HELPFUL CREDIT TO MAJOR ACCOUNT SALES STRATEGY BY NEIL RACKHAM TYPES OF QUESTIONS YOU CAN ASK TO SECURE INFORMATION QUESTIONS WHICH WILL UNLOCK EMOTIONSFROM SCOTT WEST OF STORYTELLING FOR FINANCIAL ADVISORS TIPS FOR ASKING QUESTIONSFROM NON-MANIPULATIVE SELLING POSSIBLE QUESTIONS TO ASK PROSPECTSFROM THE RELATIONSHIP EDGE IN BUSINESS BY JERRY ACUFF AND WALLY WOOD POSSIBLE QUESTIONS TO ASK PROSPECTS(CONTINUED) POOR LISTENING HABITS POOR LISTENING HABITS(CONTINUED) LISTENING TIPS LISTENING TIPS(CONTINUED) LISTENING TIPS(CONTINUED) LISTENING TIPS(CONTINUED) LISTENING TIPS(CONTINUED) METHODS TO IMPROVE YOUR SKILLS AS A LISTENER FROM MAKING LISTENING WORK FOR YOU METHODS TO IMPROVE YOUR SKILLS AS A LISTENER (CONTINUED) IF YOU SEEK TO COMMUNICATE CLEARLY REMEMBER THESE PRINCIPLES THE EFFECTIVE LISTENER FROM MAKIN