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Powerful Sales Force Automation (SFA) tools are helping to turn underperforming teams into highly successful ones. What's the
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With this FREE guide, you'll
learn the importance of:
  • Polishing scripts and email     templates
  • Standardizing your best     practices
  • Distributing leads smartly
  • Automating boring tasks

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Make yourself available

• set aside specific hours to be available to your employees
• maintain a more relaxed open-door policy
• close your email and instant messaging windows, switch your cell phone to silent, send your phone calls to voice mail and close the door, if necessary
• consider reserving a conference room for serious discussions

Give your complete attention

• stop what you're doing and focus completely on the employee. maintain eye contact and acknowledge key points
• postpone a conversation if you have a deadline or scheduling conflict

Write down key points

• jot down or make a mental note of key words, ideas and questions to ask later to minimize interruptions while someone is speaking
• note key points so you can have a point of reference later (if follow-up is needed)

Understand the message

• rephrase what you've heard to be sure you understand
• ask open-ended questions that encourage detailed answers. and wait a few seconds after the answer to encourage the speaker to say more
• double-check important facts and confirm appropriate follow through
• listen with an open and unbiased attitude, and refrain from going on the defensive. make sure you thoroughly understand the situation before taking a position

Perception is reality - if people get the sense that they're not being heard, then they're not being heard.

"If you want to be listened to, you should put in time listening."

Marge Piercy (1936 - ), American poet & novelist

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better listening