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The ‘Art of Listening’ from Advance is Simply Brilliant
Advance ‘Art of Listening’ course explores, how we can get the prospect to open up and tell us that their personal issues.
As per Advance’s definition (which is very much appropriate in Sales scenario), ‘Listening is the active process of letting other person know that you’ve heard them’.
Listening is giving positive signals to the other person that say, “Hi, I’m still here. Please keep going!”
When the other person is talking, good listeners show great enthusiasm. They talk at the same time as the other person! But they are not interrupting.
No! Really! That’s terrible!
Phrases like these encourage the other person to keep going. Sometimes, it is just enough to raise the eyebrow. But show the other person that you have understood. Most people can afford to be much more demonstrative in their listening. It may feel a little corny to you but to them they love it. Many salespeople are so busy asking questions and thinking of the next question to ask that they forget to listen to the answers.
Few of the techniques which brilliantly works are:
a) maintaining the wave length with the speaker
b) Be responsive to his words
c) showing Empathy
d) offer an emotion
By the end of this course you will be able to:
• Understand the skill and techniques of listening.
• Emphasise and acknowledge emotion buttons effectively.
• Understand the difference between personal and business personal benefits.
• Use listening to uncover needs and benefit.
• Introduce subjects by asking the right questions to keep the prospect talking.
Advance is a sales consultancy that specialises in revitalising every aspect of sales operations. We combine our experience based consultancy, sales methodology and intellectual property with modern training and technology to help our customers maximise profitable growth. Most organisations know what needs to be done. We know how, and support our customers in the achievement of their sales goals. We enable them to articulate and sell their vision, see the world through their customers‟ eyes and gain customers‟ commitment to their way forward.
Advance have served Global corporate like IBM, GE, Accenture, Vodafone, Xerox , Lufthansa & many more..
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Advance Selling Skills Academy