Why you’re here▪ You are responsible for selling.▪ You are good at it.▪ You want to be better.

Soma D. Jurgensen, Owner

What to expect▪ Four areas to improve your listening–Ask thoughtfully– Listen intently–Respond intentionally–Repeat often

Before we get to listeningWhy?▪ Taught product

knowledge▪ Features over solutions▪ Presentation skills▪ How to tell▪ How to pitch

Assumptions▪ You qualified the prospect▪ More than a “fly-by”▪ They are ready to engage

What happens when we listen▪ Engage the customer▪ Gain buy-in▪ Dialogue▪ Partnership

Let’s do this▪ Ask thoughtfully▪ Listen intently▪ Respond intentionally▪ Repeat often

Ask thoughtfully▪ How your customers benefit.▪ Why your clients choose you.

If we could provide (benefit) to your business today, what would it look like to you?

Listen Intently

5

What my prospect is trying to say is…

Summarize

Respond Intentionally

Shhh +

Summary:“What I understood is…”“It seems to me you are saying…”“May I take a moment to summarize?”

+

Want to see sample scripts?igsmgmt.com/are-you-

listening

Respond – Get your body involved

No matter how good your sales script is, it can only account

for 7% of your communication

success.

Why are we doing this again?▪ Stronger

relationships▪ More sales▪ Supervisors▪ Co-workers▪ Friends▪ Family

PracticePracticePractice

Repeat Often

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