This talks about the power of positive listening. Why is it so difficult to listen to someone? How a sales professional can become an ace sales pro by developing the power of positive listening.

1. Why do we have 2 ears and 1 mouth?
The Power of Listening!

3. Talking and Listening

5. Role Play
A will talk to B and vice versa to
explain the reasons for losing the last
order to a competition due to price.
After listening to each other, each
one will give their own analysis of
what they just heard.

6. When you listen, the other person may start listening to you!
Do you hear the sound of their mind opening up to listen to you?

7. Role Play
A and B are talking to
each other. A listens to B
till such time the mind of
B open’s up to listen to
A. One this happens A
starts talking and B starts
listening.

11. In negotiation, you are trying to change
someone’s mind. How can you do this
without understanding his present mind?
Is there any way other than listening that this is possible?

12. Why is it
so difficult
to listen?

13. Why so difficult
to listen?
While listening, we
• Agree
• Disagree
• Prepare our response
Instead,
Shift focus on the person you are trying
to listen to
Move into his frame of reference
You or
Him?

14. If you want to
listen, first listen to
yourself!
• Talk to self before going for an
important sales negotiation or
even a sales call
• Be clear about your frame of
reference

15. Communication

17. All the best!
The inspiration behind this presentation
is a TEDX Listen-show by William Ury,
author of two bestsellers on Negotiation:
Getting to Yes by William Ury and Roger
Fischer and Don’t say Yes when you want
to say No by William Ury.
Sanjay Singh