• How to Communicate REALLY Effectively

     

    If we can communicate more effectively we can:

    1. Close more sales
    2. Have better relationships
    3. Engage more clients
    4. Keep more clients
    So, effective communication helps us in so many ways in our life. The greatest way we can start to communicate with another person is to reflect their model of the world back to them – in other words, speak their language.
    We all have different models of the world, that’s why 2 different people can have 2 different memories of the same part – even though the actual experience was the same the memory is different.

    There are many many ways that we can learn to communicate more effectively, and here is just one simple way you can start today – we need to listen out for modal operators.

    Modal Operators of Possibility

    These are words like:

    • Could
    • Might
    • Can
    • Will
    If a person uses them they are often driven by the possibility of what might happen – so for example in a sales situation if you ask “How come we are having this conversation” you might find the person says:
    1. “Well I thought you might be able to help me”
    2. “I’m intrigued as to what I could do with your product/service”
    3. “I want to know how my business can improve”
    So when you reflect back your product/service benefits you can use phrases like:
    1. “This product/service could help you achieve more”
    2. “This is what you will be able to do now”

    Modal Operators of Necessity

    These are words like:
    • Should
    • Must
    • Need
    • Ought
    If a person uses them they are often driven by the necessity of the situation – so for example in that same sales situation if you ask “How come we are having this conversation” you might find the person says:
    1. “Well I was told that I need to listen to you by a colleague”
    2. “I need to improve my XYZ so thought I ought to call you” (that’s a powerful one as we have 2 in that same sentence)
    3. “I must improve things around here”
    So when you reflect back your product/service benefits you can use phrases like:
    1. “What you need to achieve more is use XYZ”
    2. “You ought to look at this product so you don’t miss out”
    These are subtle changes in the way we communicate and may not seem right to our own ear… however to be a really great communicator in many settings its vital that you speak the language of your audience…

     

     

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