Description du livre
You already understand the importance of quality communication. But good communication is built not on speaking but on listening. When we learn to actively listen—to listen well—this ability resonates through all our relationships and interactions. Research has found that by listening actively, you will obtain more information, increase others' trust in you, reduce conflict, and better understand the message being delivered.
You'll master the basics of:
•Building greater confidence as a listener, focusing entirely on others without personal distractions.
•Adopting a non-judgmental attitude, allowing you to listen with openness and respect, and creating an environment of trust.
•Sharpening your ability to selectively focus by filtering relevant information while remembering what matters most.
•Turning listening into actionable steps, using the information you gather to make informed decisions, solve problems, and enhance relationships.
•Overcoming barriers that prevent you from listening fully, staying in control of the conversation, and focusing on your goals.
In modern times, prospects are more educated than ever. They can find out 90 percent or more about your product and industry before they ever have to talk to a salesperson.
The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can’t do that if your listening skills are not on point.