The most important thing in communication is to include/understand what is not known as La chose la plus importante en communication est de comprendre ce qui n’est pas dit Author Auteur Freddy Absillis. LOOK YOUR FUTUR http://tinyurl.com/aa7ra ** lr@tvcablenet.be

listening and hearing what the potential client is saying is the most important thing in sales. It sets up your rebuttals and closes Joe Goldner Ritty In The City http://www.rittyinthecity.com

Hi Bogdan Thats very true. Thanks for bringing it up. regards Huang

"Happy is the man that findeth wisdom, and the man that getteth understanding." Proverbs 3:13 I would say that "hearing what isn't being said" is to truely understand what is being said, in other words, it is a matter of comprehending the intent of the communication. In our modern society we are so use to Instant Tea, Instant TV Dinners, Instant everything that we do not take the time to comprehend what is being said,that is why the Scammers, Con Artists and Crooks of all kinds are so successful on the Internet. Rudolph

...Realize which stage this communication is at and what is the purpose of the communication. Goes without saying that if the purpose is to sell product or service, understanding what isn't being communicated is vital. When using emails, it safer to stick with what's black-on-white, ie. "What is cheaper, synthetic engine oil or petroleum?" Cheaper is the problem word, let me explain, if you have five minutes.