size your

Listening Skills

You have two ears & one mouth;

use them in that ratio

You have two ears & one mouth;

use them in that ratio

You have two ears & one mouth;

use them in that ratio

Don’t think about your troubles during conversation;

think about theirs

Don’t think about your troubles during conversation;

think about theirs

Tell them their story first &

let them tell everything

Tell them their story first &

let them tell everything back

Listen to the emotions in their story

& don’t interrupt them

Listen to the emotions in their story

& don’t interrupt them

Don’t think about your next question while prospect talks;

Instead listen. Talk with them.

Don’t think about your next question while prospect talks;

Instead listen. Talk with them.

Don’t think about your next question while prospect talks;

Instead listen. Talk with them.

Don’t think about your next question while prospect talks;

Instead listen. Talk with them.

Don’t judge them. Just accept what prospect

says.

Don’t judge them. Just accept what prospect

says.

Watch the body language, If it doesn’t matches;

keep probing

Watch the body language, If it doesn’t matches;

keep probing

Watch the body language, If it doesn’t matches;

keep probing

Two essential probes 1. What do you mean exactly?

2. How do you feel about that?

Two essential probes 1. What do you mean exactly?

2. How do you feel about that?

Two essential probes 1. What do you mean exactly?

2. How do you feel about that?

Use the word ‘situation’ not ‘problem’

Use the word ‘situation’ not ‘problem’

Ask questions that lead towards your strengths &

competitors weakness

Discover true interest motives

Ask open questions to open the prospect up and closed

questions to close them down

Ask open questions to open the prospect up and closed

questions to close them down

Ask open questions to open the prospect up and closed

questions to close them down

Ask open questions to open the prospect up and closed

questions to close them down

Ask open questions to open the prospect up and closed

questions to close them down

Thank you