Working with others and selling to people involves having the people you are communicating with hear you. So what do most of us do?  We talk—in declarative statements—usually giving people a lot of information, often too much. 

The result is that you are not heard. And the person you are talking at was likely simply waiting for you to stop talking, likely daydreaming in the meantime.

So how can you be heard?  Ask questions of the person you are interacting with. Get him or her engaged in the conversation by asking a question about what you are trying to communicate, which the listener to think of an answer—what he or she thinks about your question. Now that you have that answer you can help him or her have a clearer understanding of what you wanted to communicate.

Try and keep on asking questions, getting the person to answer with what he or she thinks. The truth is that people usually remember what they say, not what was said to them. By asking questions you get the person you are communicating with to remember what you got them to say as their answers! Paul Winans, a veteran remodeler, now works as a facilitator for Remodelers Advantage, and as a consultant to remodeling business owners.