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.

1. Interactive Listening
Attitudes for Sales
Aptitudes for Sales

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.

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

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.

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.

26. Effective Communication is the key