This document discusses interactive listening for sales. It emphasizes the importance of listening openly without judgment, speaking honestly, and embracing your role as a communicator. True listening requires discipline and respecting boundaries. Interactive listening involves speaking, hearing, listening, and asking questions to establish dialogue and mutual understanding between parties. It is important to start with open-ended questions, clarify understanding, and paraphrase key points. Effective two-way communication through listening is essential for sales and building long-term relationships.
6. How to communicate better
Listen Openly and Speak Honestly
Embrace your role as a communicator
Learn to be more Positive VS Negative
Enhance you verbal & non verbal skills
Correctness – Is it Essential?
Dialogue VS Debate
7. Listening is more than just waiting for your
next opportunity to speak.
Listening is intent and attitude.
Listening requires discipline.
Interactive Listening is Speaking, Hearing,
Listening and asking questions.
Interactive Listening respects a person’s
boundaries.
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9. Establish a dialogue
Exchange information
Interchange of ideas
Mutual understanding
10. Enlightenment of all parties concerned.
Establish Roles & Responsibilities
SENDER communicates clearly to receiver
RECEIVER listens intentionally to sender
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14. Start with open ended questions
Who, what, when, where, why, how, tell me
Encourage the sender to communicate
clearly
Take notes if the situation allows it
Clarify and confirm your understanding of
what the sender is saying
Paraphrase the sender’s salient point to
confirm your understanding.
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25. Most People are The best
wrong. salespeople are
We have two ears almost always the
and one mouth & best listeners.
we should use them Effective two way
proportionately. communication
Don’t use the promotes long term
jawbone of an ass relationships.
Listening is the
cornerstone of
sales.