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Session Title: High End Listening for Sales Opportunities Speaker: Lisa Dennis, President, Knowledgence Associates Session Abstract: Listening: the process of receiving, constructing meaning from, and responding to spoken and/or nonverbal messages High-end Listening: Honing the skill of listening to identify, focus, and manage sales opportunities as they present themselves in business interactions. Sounds simple? In principal, yes. In practice, the ability to listen is one of the most significant and most difficult aspects of marketing and selling. In today’s tough economic marketplace – winning the customer’s attention means that they have to feel they have your attention. Listening skills are crucial to being a successful sales representative, sales manager, and business development manager. It is a key requirement when dealing with both prospects and existing customers. Did you know that less than 2% of us have had formal educational experience with listening? We think we are good listeners – but the reality is that we miss many opportunities because we didn’t really hear them. The reality is that listening is a two-way street. For sales people – this translates into a two-fold challenge:
In this session, sales personnel will learn how to: n Assess their own listening skills n Understand buyer listening types n Identify the key attributes of high-end listening n Master the do’s & don’ts of smart listening n Practice HOW to get prospects to listen (verbal and non-verbal) n Avoid communication “mismatching” n Create prospect curiosity n Frame tactical sales questions for different prospect types n Escalate the value of sales questions and responses n Identify pursuable sales opportunities through listening
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