About This Chapter
Listening Skills for Sales - Chapter Summary
If your organization's sales professionals need to improve their listening skills, have them review this series of bite-sized sales communication lessons. As your sales employees work through the chapter, they'll study:
- Reflective listening
- Active listening
- Listening tips and strategies
- Techniques for reading between the lines
If your employees want to further their understanding of the material, they can take the accompanying lesson quizzes and chapter exam. Our instructors are happy to answer any questions your sales employees may have, and we've made this chapter accessible on any device that has an Internet connection.
How It Helps
- Compares types of listening: The chapter provides a comparison between active listening and reflective listening.
- Highlights effective listening strategies: Lessons offer a variety of tips and strategies for becoming a better listener.
- Improves listening skills : Sales professionals who complete the chapter will be able to better listen to their customers during sales conversations.
By the end of the chapter, your company's sales professionals should be able to:
- Differentiate between active and reflective listening
- Become a better listener by utilizing effective tips and strategies
- Read between the lines during sales conversations
1. The Difference Between Reflective & Active Listening
Active and reflective listening both involve listening to a speaker without inserting opinions or judgments. Learn the definitions of active and reflective listening, their defining characteristics, and what truly separates these listening styles from each other.
2. Becoming a Better Listener: Tips & Strategies
Some people say listening is an art, but to be a good listener, it takes skill. There are strategies one can use to be a good listener. Some strategies include use of body language, asking the right questions and even empathy.
3. Reading Between the Lines in Sales Conversations
In this lesson, learn strategies you can employ to read between the lines in a sales conversation. Discover which questions you can ask and what to look for to find out what your potential customer isn't willing to voice.
4. Practical Application: Reading Between the Lines in Sales Conversations
Selling is both an art and a science. One of competencies demonstrated in the best salespeople is their ability to use both art and science involved in assessing and responding to non-verbal cues.
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