By D. McKean
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What has to be done? 10. Practice your active listening Table 10 – Good questioning and listening Always take a trusted colleague with you, so you can work together. It can be very difficult to formulate a question accurately at the same time as you are listening to the nuances of an answer. Having a partner allows each of you to think around the situation while the other is asking questions. Good questioning and listening skills are the key to gaining a proper understanding of your customers’ requirements and priorities – feel free to use them as often as you can.
If you have a problem with one of your people, it may be helpful to review how it came about. Be aware, though, that most problems are down to management. To assess if this is the case for you, ask the following three questions: • Does the person have the skills they need to do the job and if not why not? Is it a problem with recruitment, or are they in a different role which doesn’t suit them? g. personal problems or an attitude tarnished by previous bad management? • Are they doing an impossible task?
Might just be a negotiation ploy to see if you could deliver it earlier, but it does not necessarily mean that you have to 43 IT Management Business relationship management So let us assume that all the objections have been overcome in a mutually agreeable way. What happens next? ’ Salespeople have historically been very interested in the process, not least because it is the stage before they receive their commission cheque. It is where they get the commitment to go ahead with the order. Table 3 below gives some examples of useful techniques for obtaining commitment from users and business sponsors.