Seek first to understand4/9/2023 ![]() Logos - the logic and reasoning of your argument. The sequencing of these elements is paramount to successful presentations. Establishing credibility and ensuring you are in alignment with the needs of others prior to presenting the solution is guaranteed to increase your closing and retention ratios. Pathos - your emotional alignment, and 3. These two habits combined form the foundation of many great sales careers - great salespeople sell solutions to needs and problems.Īfter you have taken the time to truly understand the other person's perspective, it's your turn to be understood. From Greek philosopher Aristotle comes the 3 modes of persuasion: 1. I think Habits 4 and 5 should be reversed (Covey even admits this himself) - you can't know what constitutes a win for the other person without first truly understanding them. Only once your empathetic listening has generated sufficient balance in their "emotional bank account" should you attempt to influence or problem solve. The paradox of empathetic listening is that you also have to open up, making you vulnerable and influenceable - "in order to have influence, you have to be influenced". Habits 1, 2, and 3 give you the strength to navigate these encounters with peace and purpose. To truly understand others, we must listen emphatically with sincere desire. You must not simply apply the technique of active listening, which is likely to come across as manipulative and shallow. Empathetic listening builds trust and your balance in their "Emotional Bank Account" - a concept Covey uses to convey the strength of a relationship. It's important to recognize that nothing constitutes a "deposit" unless the recipient perceives it as such - it needs to matter to them! Many of us have a tendency to give our opinions before truly understanding the problem. We want to swoop in and save the day. Admittedly, albeit with good intention, I've been guilty of this tactical error before. Also common is our tendency to project ourselves onto others when listening and replying. Information is often lost when listening through your unique filter. From a marketing perspective, the foundation of this habit is communication. The fifth habit is Seek first to understand, then to be understood. But their knowledge was higher and deeper than ours for our science seeks to explain what life is, aspires to understand it in order to teach others how to love, while they without science knew how to live and that I understood, but I could not understand their knowledge.Covey proclaims this is the most important principle of effective interpersonal communication. Indeed, Dale Carnegie posited "If there is any one secret of success, it lies in the ability to get the other person’s point of view and see things from that person’s angle as well as from your own" in How to Win Friends and Influence Them. The first four habits are: Think win-win. They desired nothing and were at peace they did not aspire to knowledge of life as we aspire to understand it, because their lives were full. Oh, I understood at once even at the time that in many things I could not understand them at all … But I soon realised that their knowledge was gained and fostered by intuitions different from those of us on earth, and that their aspirations, too, were quite different. During week 1, how did you remind yourself to. I have seen them myself, have known them and been convinced I loved them, I suffered for them afterwards. Answer the Following in your Journal Entry: -Describe how you worked on your S.M.A.R.T. ![]() ![]() ![]() Source: The Dream of a Ridiculous Man (1877), IVĬontext: Well, granted that it was only a dream, yet the sensation of the love of those innocent and beautiful people has remained with me for ever, and I feel as though their love is still flowing out to me from over there.
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