EFFECTIVE COMMUNICATION Interactive Listening Attitudes for Sales Aptitudes for Sales
EFFECTIVE COMMUNICATION
Interactive ListeningAttitudes for SalesAptitudes for Sales
Attitudes Towards Sales
Attitudes Towards Sales People
The Sales Reality
Ignore Sales at your peril
Effective Communication
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
The Art and Beauty of Listening
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.
The Communication Process
Objectives of Communication
Establish a dialogue
Exchange information
Interchange of ideas
Mutual understanding
Objective of Communication
Enlightenment of all parties concerned.
Establish Roles & Responsibilities SENDER communicates clearly to
receiver RECEIVER listens intentionally to
sender
Rules? There are rules?
Interactive listening
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.
The Discovery Process
Clarify & Confirm
Accentuate the positives
Most People Believe that a good Sales person is a good talker
Most People are wrong.
We have two ears and one mouth & we should use them proportionately.
Don’t use the jawbone of an ass
The best salespeople are almost always the best listeners.
Effective two way communication promotes long term relationships.
Listening is the cornerstone of sales.
THE BEST SALES PEOPLE ARE THE BEST
LISTENERSEffective Communication is the
key