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posted on:
7/5/2012 12:31:58 PM EST
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The Three Forms of Communication
communicating, listening, persuading
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When communicating with others, there are generally three different ways to do this:
• Presenting or Telling
• Discussing
• Dialogue
While each of these ways of communicating has their use, if we want to be effective in selling and relationship building, dialogue is the most important. Unfortunately, it is the least used because it is the least understood.
In the book How to Sell Network Marketing without fear, anxiety, or losing your friends, Michael Oliver takes a look at all three. He explains presentations as prepared talks where the presenter attempts to grab and hold another person’s attention early in the conversation. The presenter is using external motivating techniques to persuade the person to join their company or buy their product. These techniques can be very powerful, although the results are often temporary. Customers or distributors drop off when it comes time to take action. Why? Because real motivation comes from within!
Discussion is where we express our own views with people, usually in the hope of winning them over to our side. Peter Senge says that this type of conversation is “prone to fall into a game where the object of the game is to win by having your own ideas accepted by the other party.” This type of selling doesn’t let you give priority to the needs to the other person. You are attempting to persuade the other person to your point of view. If we need to persuade a person, it is not something they necessarily want and again, they will leave your organization or stop buying your product.
Dialogue is an open form of communication that will allow you to receive the answers you need to find out the essence of most people merely by listening and asking questions. Complete openness in communication tells the other person a lot about you and what you represent without you having to say very much. By having an open dialogue, you create a field of energy that makes people want to listen to you and your ideas. Dialogue requires you to detach from your expectations. You can then become more open to hearing, feeling, and understanding the other person’s needs. In the process, you create new relationships and strengthen the ones you already have. Isn’t that what network marketing is all about?
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 | | You hit it on the head. resonates with the blog I'm posting too. Thanks for sharing...great information! |
| | |  | | We use the approach "introduce, ask questions, find a need, fill it if possible" if not hang up and move on. This isn't quite what we use for collection however it is close even in that instance. |
| | |  | | Thank you for sharing Dawn. You may have helped me tremendously. |
| | |  | | Great blog, thanks for sharing Dawn! |
| | |  | | Great info Dawn, thanks for sharing. |
| | |  | | When I discuss, show or tell, I tend to hold on to my integrity because it's who I am and if in the event they don't agree or they want to argue, it's easy for me to thank them, ignore their negativity and move on. I find that people who think they know it all tend not to want to learn anyway so who am I to waste my time. For those who want to hear, learn, talk then listening comes easily and naturally and both of us learn something new. |
| | |  | | Great blog! I need to check out the book! Thanks! |
| | |  | | | |  | | Hi Dawn! I liked this so much I read it twice! Thanks for posting. Valuable info!! |
| | |  | | | |  | | Good blog, Dawn. I have to agree with you. I get a lot of service calls from people who are just calling for information and, in the course of the discussion, come to trust me and want me to provide a service for their needs. Dialogue is very important in marketing and sales, as well as providing a quality service. |
| | |  | | Dawn a very informative blog. I will share this with my followers. |
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