Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Make no assumption Encourage the buyer to talk Pay attention Monitor non-verbal's Visualize Effective listening is one of the most essential skills for successful selling. The American marketing professor, Thomas N. Ingram listed six facets that help sales people listen more effectively in sales meetings. These will be explained further in the following slides. Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Make no assumption Encourage the buyer to talk Pay attention Monitor non-verbal's Visualize +? XYZ To maintain the information flow its a good idea to provide positive feedback and to guide the buyer though purposeful and relevant questions Example text 1 This is an example text. Example text. 2 3 4 Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Make no assumption Pay attention Monitor non-verbal's Visualize Encourage the buyer to talk HEART ! Increase the attention by reflection and visualization of the buyer's message This is an example text. Please fill in your own text. This is an example text. Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Make no assumption Monitor non-verbal's Encourage the buyer to talk Pay attention Visualize Do not reply immediately, but listen to understand. Let the buyer to communicate the message in full without interruption Example text 1 This is an example text. Example text. 2 3 4 Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Make no assumption Encourage the buyer to talk Visualize Monitor non-verbal's Pay attention Take notice of the buyers body language to see if it matches what they say ! This is an example text. Please fill in your own text. This is an example text. Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Make no assumption Encourage the buyer to talk Visualize Pay attention Paraphrase And repeat Monitor non-verbal's confirm correct understanding by repeating and paraphrasing the buyer's message; xyz Example text 1 This is an example text. Example text. 2 3 4 Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Paraphrase And repeat Encourage the buyer to talk Visualize Pay attention Make no assumption Monitor non-verbal's ??? Ask pruning questions to clarify what the buyer says. This is an example text. Please fill in your own text. This is an example text. Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Encourage the buyer to talk Example text Fill in your own text Visualize Example text Fill in your own text Pay attention Example text Fill in your own text Monitor non-verbal's Example text Fill in your own text Paraphrase & Repeat Example text Fill in your own text Make no assumption Example text Fill in your own text Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila

Encourage the buyer to talk 6 FACETS OF EFFECTIVE LISTENING Example text This is an example text Fill in your own text Paraphrase And repeat Make no assumption Encourage the buyer to talk Pay attention Monitor non-verbal's Visualize Example text This is an example text Fill in your own text Example text This is an example text Fill in your own text Example text This is an example text Fill in your own text Example text This is an example text Fill in your own text Example text This is an example text Fill in your own text Professional Selling: A Trust-Based Approach, Ingram, Thimas & Ramon A. Avila