How to be a listener especially in a Sales Presentation

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Narrates the listening skills and strategy for a sales presentation

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How to be a listener especially in a Sales Presentation

  1. 1. size your Listening Skills
  2. 2. You have two ears & one mouth; use them in that ratio
  3. 3. You have two ears & one mouth; use them in that ratio
  4. 4. You have two ears & one mouth; use them in that ratio
  5. 5. Don’t think about your troubles during conversation; think about theirs
  6. 6. Don’t think about your troubles during conversation; think about theirs
  7. 7. Tell them their story first & let them tell everything
  8. 8. Tell them their story first & let them tell everything back
  9. 9. Listen to the emotions in their story & don’t interrupt them
  10. 10. Listen to the emotions in their story & don’t interrupt them
  11. 11. Don’t think about your next question while prospect talks; Instead listen. Talk with them.
  12. 12. Don’t think about your next question while prospect talks; Instead listen. Talk with them.
  13. 13. Don’t think about your next question while prospect talks; Instead listen. Talk with them.
  14. 14. Don’t think about your next question while prospect talks; Instead listen. Talk with them.
  15. 15. Don’t judge them. Just accept what prospect says.
  16. 16. Don’t judge them. Just accept what prospect says.
  17. 17. Watch the body language, If it doesn’t matches; keep probing
  18. 18. Watch the body language, If it doesn’t matches; keep probing
  19. 19. Watch the body language, If it doesn’t matches; keep probing
  20. 20. Two essential probes 1. What do you mean exactly? 2. How do you feel about that?
  21. 21. Two essential probes 1. What do you mean exactly? 2. How do you feel about that?
  22. 22. Two essential probes 1. What do you mean exactly? 2. How do you feel about that?
  23. 23. Use the word ‘situation’ not ‘problem’
  24. 24. Use the word ‘situation’ not ‘problem’
  25. 25. Ask questions that lead towards your strengths & competitors weakness
  26. 26. Discover true interest motives
  27. 27. Ask open questions to open the prospect up and closed questions to close them down
  28. 28. Ask open questions to open the prospect up and closed questions to close them down
  29. 29. Ask open questions to open the prospect up and closed questions to close them down
  30. 30. Ask open questions to open the prospect up and closed questions to close them down
  31. 31. Ask open questions to open the prospect up and closed questions to close them down
  32. 32. Thank you

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