How to be a listener especially in a Sales Presentation

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Narrates the listening skills and strategy for a sales presentation

Narrates the listening skills and strategy for a sales presentation

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Transcript

  • 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