Improving Listening Skills
We can speak at 125 - 150 words per minute
We can hear at 600 words per minute
Use the spare time to
Anticipate where your prospect is going
Mentally summarize the message
Formulate a response
Read between the lines
Use silence strategically
Capitalize on
Speed of
Thought
Annoying
Listening
Habits
to avoid
Listening
Habits
to Develop
Disagreeing or interrupting
Invasion of personal space
Doodling, wandering eyes
Overdoing acknowledgements
Showing off personal knowledge
Having to top everything
Be Patient
Take Notes
Avoid Prejudgment
Reinforce strategically
Manipulation
influencing prospects to buy a product or
service not in their best interest.
Make use of silence to give prospects opportunity
to express their feelings.
Avoid attempting to force or manipulate answers
you want to hear.
Straightforward questions make no attempt to
manipulate the prospect to make a premature
commitment to the salesperson's product.
Integrity and sincerity are the hallmarks of the
.
consultative style of selling