(SOP) For many people, particularly salespeople, an important and yet a very difficult skill is listening. Listening is a basic too! far the highly successful person. Fhe big hitters are keenly aware that they do not-know. everything and- that others can significantly contribute to their success. Professional salespeople know that by carefully listening they will learn many things to aid them in making more sales. There’s an old adage: “You have two. ears and one mouth - use them in that proportion.” Listening twice as long as you speak is a great habit to cultivate. Listening is not just a hatding pattern uniil it’s your turn to talk. Listen ~ to understand your Listening is a basic tool for the successful person prospects, what moves them emotionally, what they like, how they think. Learn what will make them buy. The fast-talking salesperson may find satisfaction in having a smart response, or being able to -out-lalk the. potential customer. - - This type of. person frequently ‘has the best and funniest war stories at the tall-tale reunion, Pros don’t need to brag: They are regularly successful and end up with the orders. If “Tall Tale ’ Tommy” would expend more effort listening, to understand the client’s needs, Tall Tale would not need to talk so much. HOW TO EFFECTIVELY LISTEN ; 1. Know what you need to say and say it concisely. 2. Ask the potential customer an open-ended question (questions that require more than just a “yes” or “no” answer) to start him or her talking, thus providing you with valuable insights. 3. Stop talking and listen attentively. Hang on to every word and its. meaning. Absorb - like a sponge. ‘4, Formulate . probing questions ‘to obtain further information - questions that clearly show you are paying attention. 5. Ask your questions, sit back and look directly at- your _ customer. It becomes easier and easier. CAFE Supports Canadian Family Businesses Family-owned businesses face very important ownership and management challenges, such as succession, growth, planning, family conflicts and the education of the younger’ generation. The Canadian Association of Family Enterprise _ (CAFE) was established in 1984 to help family. businesses cape with these challenges. The main objectives of the organization are to: —Educate, inform and encourage its members in areas of unique interest to the family business; — Foster preater awareness and understanding of family enterprises and of their role in the present and future economic prosperity of Canada; — Foster a meaningful exchange of ideas and help between individuals involved in family businesses at all generation levels; — Foster networking among participants in family businesses ; throughout Canada. 600 CAFE has some members, mostly midsized companies from all across Canada with between 50 and 500 employees. CAFE members have gross annual’ sales estimated at about $15 billion, and provide direct employment for approximately 150,000 Canadians. Members are active in virtually all sectors of the © economy, and many haye deep roots in the communities where they. operate. The organization now has eight active local chapters in Vancouver, Calgary, Edmonton, Winnipeg, Montreal, Ottawa, the Gatineau, and Central Ontario. Most of CAFE’s members are successful business founders, entrepreneurs who after 25 or 30 years, at age 55 or 60, face several transition hurdles, including: — having to transfer the reins of the company to a.younger CEO who may make vital changes to the business; a developing — “effective management strategies - as the company grows, the family may need to develop skills in,. for example, marketing, finance or accounting to ensure the company’s survival, or try ta hire a professional manager from the outside; — deciding whether or not to sell the company ta family members or employees, or to someone else. CAFE PROGRAMS CAFE provides a program of forums, workshops and personal advisory groups for its members to help them meet the combined challenges of business ownership, management and family harmony. These activities promote networking - among members, so that they can share experiences and discuss common problems. The organization liaises with all levels of government to raise the awareness of the nature of family businesses and the challenges they face. For more information about CAFE, write to the Canadian Association of Family Enterprise, 7100 Woodbine Avenue, Suite 310, Markham, Ontario, L3R 5J2. Tel.; (416) 940-9646, Fax: (416) 940-8141. ‘Natural Products for your Health Personalized service and a wide a variety of stock have kept customers coming back to Dynamic Health Service, located in the mini-mall next to McDonalds. The shelves behind and beside ihe front counter are stacked floor ta ceiling with vitamins, minerals, supplements and oils.Dynamic Health Service also stocks healthy foeds, cosmetics, body-buiiding products and backs. “People from down south say our stock compares very favourably,” ; says Greta Brorup, owner. of y Dynamic Health Service. Greta has been involved in the Health Food Industry for 25 years and can give her § customers specific recommendations about their diets. And if you're loaking for information about a supplement,Greta and her daughter Sue have a large assortment of reference books on hand to help you come to an informed decision before you buy. Dynamic Health Service 4650B Lakelse Ave. events .. daycare is flexibility. 4834 Halliwell — Work is something most parents manage to squeeze in between feeding the kids, driving them to school, taking them to sporting . the list goes on. Helene Harris, owner of Helene’s Play & Learn Centre understands that what parents want in a "We're very flexible and reliable,” she says. Helene afso maintains an open door policy for parents. “Parents are welcome anytime,” she says, whether it's to eat lunch with their child, or to take them home early, And since the daycare is located in the sub floor of her home, she can accommodate parents who might be unexpectedly delayed. “{ share my home with my job,” she says. Full-day daycare fills up early, but if you're searching for half-day daycare for your : kindergarten and school aged children, Helene has a few spaces available. Relief ‘for Busy Parents | 635-5980 Helene’s Play & Le Learn Centre __638- 8578 are saying, FREQUENCY. The Strongest Link in Your Marketing Chain As a small business owner, you can't [i afford to spend thousands of collars every month to keep your message in the forefront. Small Space Frequency ™ Ads in the Terrace Standard will put your 34) message into EVERY home in Terrace my) & Thornhill every week for as little as $15 per week. When it comes to EFFECTIVE ADVERTISING .... We Set the Standard.... STANDARD 4647 Lazelle Terrace 638-7283 Even better, people normally like talking about themselves, Look at who turns you off. Chances are it’s the nonstop talker, the one that doesn’t appear to be interested in you and what you Well, potential customers are just like you. They are turned off by the nonstop talker, too. Pro salespeople are able to alleviate customer doubts and to make sales because they ask questions and then - listen. This technique is frequently misunderstood. Listening entails effort and requires practice, Be smart. Practice listening. Set'a goal and prepare questions that will help you learn. Learn by listening, for more profits and more friends. Then sit back and’ enjoy your Sales calls. Good News For Nass Visitors Whether you're a frequent traveler to the Nass or you're planning a scenic trip g to the valley one and a half hours north of | Terrace, we have good news for you. Robert Miles and his wife Anna have opened the valley's first bed and § breakfast, on the T’seax River, just f outside of Aiyansh as you go up the hil! to the ACMP building. A wide range of business people, ‘consultants, government employees and UNBC officials make frequent trips to the i valley, and until recently, bunkhouses in the Nass logging camp have been the only available accommodation. In contrast, Miles Inn on the T'seax offers three bedrooms, each with their own bathroom. Robert and Anna will cater breakfast to individual tastes, and evening meals are available on request. The bed and breakfast will be open throughout the winter. Rates are $75 for a double and $60 for a single. Miles Inn on the T’seax Phone 663-2636 for reservations NOOONCHOOOICIOIOOOIOOG ONOMOCIOOIOLOICAOIIOOI0} HOONOLAINOONOOIICHOHOOI HOOOMONOOOIOIOIOCOIIONOO ONONOOIGOIOLCLOCOINOAIO! HOMOMUOON{SONOONIONONOOH! 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V8G 156 kkk If you are: ‘bogged down maintaining a manual set of books ‘suffering from information overload ‘frustrated with your present accounting system ‘or starting a new business kkk NIS can design a computer accounting and information system to meet the specific needs of your business. NIS will overhaul and redesign your present system to work the way it was supposed to! | Your NIS System will give you a clear view of where your business is going, as well as providing you with the information you need to meet government requirements. kak If your company is networked or you are thinking about connecting - your computers together, Northern Information Systems also provides consulting and support services for local area networks. R. Alan Sande, CMA Telephone 604-635-1755 Pager 604-638-4810 Fax 604-635-4975 Give us a call.... Get your data back on track.