Too often I’ve watched sales professionals move their prospects through the stages of their selling process without pausing or giving the other person a chance to speak. When your prospects answer your questions, they are giving you a gift – a chance to learn. Don’t throw it away by spending all your energy composing your next response. If you want the sales results that come from engaging your potential customer or client, remember this. To build rapport, don’t approach your interactions as a contest, debate, or pitch. Approach engagement as an opportunity to listen.

2. Why you’re here
▪ You are responsible for selling.
▪ You are good at it.
▪ You want to be better.
Soma D. Jurgensen, Owner

3. What to expect
▪ Four areas to improve your listening
– Ask thoughtfully
– Listen intently
– Respond intentionally
– Repeat often

4. Before we get to listening
Why?
▪ Taught product knowledge
▪ Features over solutions
▪ Presentation skills
▪ How to tell
▪ How to pitch
Assumptions
▪ You qualified the prospect
▪ More than a “fly-by”
▪ They are ready to engage

5. What happens when we listen
▪ Engage the customer
▪ Gain buy-in
▪ Dialogue
▪ Partnership

6. Let’s do this
▪ Ask thoughtfully
▪ Listen intently
▪ Respond intentionally
▪ Repeat often

7. Ask thoughtfully
▪ How your customers benefit.
▪ Why your clients choose you.
If we could provide
(benefit) to your business
today, what would it look
like to you?

8. Listen Intently
5
What my prospect is trying to say
is…
Summarize

9. Respond Intentionally
Summary:
“What I understood is…”
“It seems to me you are saying…”
“May I take a moment to summarize?”
Want to see sample scripts?
igsmgmt.com/are-you-listening

10. Respond – Get your body involved
No matter how good
your sales script is, it
can only account for
7% of your
communication
success.

11. Why are we doing this again?
▪ Stronger relationships
▪ More sales
▪ Supervisors
▪ Co-workers
▪ Friends
▪ Family
Repeat Often

12. Did you like it? There’s more!
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