April 2013
Beginner
240 pages
5h 17m
English
Content preview from Conversations That SellBecome an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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ACTION 5: FOCUS ON WHAT THEY ARE COMMUNICATING—WORDS AND INTENT
The last Action for the Initiate step is to focus on what They are communicating—words and intent. This continues key aspects of the Wait step message—eliminate distractions and multitasking in order to be present in this conversation with this person at this time.
Focusing on words and intent expands the ideas of Action 4 (appropriate eye contact and open ears) to also pay attention to the unspoken communication. To hear what they are intending with their responses, listen for the emotions, motives, and energy associated with what they talk about. These are all signals about what is important to Them.
Look for Unspoken Messages
Your eyes are important throughout the conversation ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.