The document provides tips for improving listening skills. It advises focusing more on listening than speaking, using a 2:1 ratio. Listen to understand the other person's perspective and emotions without interrupting or judging them. Ask open-ended questions to learn more while avoiding questions about your own problems or pre-determined questions. Watch body language for signs of disconnect and follow up with clarifying questions.

1. size your
Listening
Skills

2. You have two ears & one
mouth;
use them in that ratio

3. You have two ears & one
mouth;
use them in that ratio

4. You have two ears & one
mouth;
use them in that ratio

5. Don’t think about your
troubles during conversation;
think about theirs

6. Don’t think about your
troubles during conversation;
think about theirs

7. Tell them their story first
&
let them tell everything

8. Tell them their story first
&
let them tell everything back

9. Listen to the emotions in
their story
&
don’t interrupt them

10. Listen to the emotions in
their story
&
don’t interrupt them

11. Don’t think about your next
question while prospect talks;
Instead listen.
Talk with them.

12. Don’t think about your next
question while prospect talks;
Instead listen.
Talk with them.

13. Don’t think about your next
question while prospect talks;
Instead listen.
Talk with them.

14. Don’t think about your next
question while prospect talks;
Instead listen.
Talk with them.

15. Don’t judge them.
Just accept what prospect
says.

16. Don’t judge them.
Just accept what prospect
says.

17. Watch the body language, If
it doesn’t matches;
keep probing

18. Watch the body language, If
it doesn’t matches;
keep probing

19. Watch the body language, If
it doesn’t matches;
keep probing

20. Two essential probes
1. What do you mean exactly?
2. How do you feel about
that?

21. Two essential probes
1. What do you mean exactly?
2. How do you feel about
that?

22. Two essential probes
1. What do you mean exactly?
2. How do you feel about
that?

23. Use the word ‘situation’ not
‘problem’

24. Use the word ‘situation’ not
‘problem’

25. Ask questions that lead
towards your strengths &
competitors weakness

26. Discover true interest
motives

27. Ask open questions to open
the prospect up and closed
questions to close them down

28. Ask open questions to open
the prospect up and closed
questions to close them down

29. Ask open questions to open
the prospect up and closed
questions to close them down

30. Ask open questions to open
the prospect up and closed
questions to close them down

31. Ask open questions to open
the prospect up and closed
questions to close them down

32. Thank you