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