People often ask me, “What is the benefit of using elicitation techniques versus just asking questions during an interview or conversation?” Actually they have a lot in common. Learn About Him! Preparation in similar. You want to learn about him before you talk to him. Is there something about his profession that you can comment …
We have two ears and one mouth so that we can listen twice as much as we speak. —Epictetus, Philosopher (over 2,000 years ago) We do a lot of digital listening these days whether it’s reading or listening to videos or podcasts, for example. I prefer listening in conversation. It’s active in real time, and …
Read moreHow to Be a Better Listener and Find What You Seek!
Elicitation Techniques #1: What are the ethical implications of Human Elicitation? Are there any techniques/framework (aka Scharff) more widely accepted? I believe the ethical implications for elicitation are similar to standard interviewing. With elicitation, one plans the interview with the end in mind and works his way back using conversational elicitation techniques to get there. The …
Read moreElicitation Techniques Followup from SCIP’s Webinar
There are not enough listening ears. That’s been an issue for years as people have become more embedded into the quiet, digital space. In the COVID-19 environment, businesses are anxious to learn what they should be doing next. Business as usual isn’t, these days, and is not likely to return to the way it was …
Many competitive intelligence, marketing, research and product developers complain about poor communication from their sales force, who has a direct conduit to your customers—one of the best sources of knowledge about what your company is doing right and wrong as well as ideas for new products, services and tweaks to your existing products that can be revenue generating!
So how do you encourage cooperative communication from Sales?