| ASK
QUESTIONS |
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| Learner
does not ask questions, or asks close-ended questions |
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Learner
tries to find out other's thoughts, but efforts are not thorough
enough; understanding may be inaccurate or incomplete |
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Learner
adequately assess others' thoughts by asking open-ended questions,
restating, and/or other means |
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Learner
gains a thorough understanding of others' thoughts- incluing WHY
they think they way they do. Learner gives others an opoortunity
to respond and listens attentivelly when others are speaking |
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| ARTICULATION |
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| Learner
delivers 'pitch' with difficulty (or is confusing); the main message
is not communicated |
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Learner
is unclear or monotnous; may have distracting mannerisms or mechanical
problems (too fast, too slow, etc.) Wanders or omits information |
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Learner
is clear and engaging; does not omit information, and is not distracting |
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Learner
is focused and concise- personalizes the 'pitch' and gets other
excited and involved |
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| OVERCOME
OBJECTIONS: |
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| Learner
makes no real attempt to respond to others' comments, answer their
questions or address their concerns |
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Learner
tries to repond to others' comments, questions and concerns, but
his/her efforts are lagely irrelevant or ineffective; may attempt
to address questions or concerns without adequate understanding |
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Learner
responds appropriately by answering questions, and showing understanding |
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Learner
responds in a way that is effective and impactful; strengthens
the relationship and finds a way to negotiate agreeable terms
for both sides |
