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You are here: Home / FAQs / Laser Listening

Laser Listening

March 10, 2014 By

How to hear what your customers mean and how to send a message that’s easier to understand.

 Hearing What People Mean

Time: 1- 1 1/2 hour, 3 hours, or 1 day format
Seminar Description: One of the greatest needs is for people to be heard. Listening is the skill that is critical for sales and business success. Most untrained listeners hear 30% of what is said and retain only 10% a week later. This interactive class teaches the skills to be a better listener. Listeners need to understand the clues they should be listening for, what the clues mean and how to use the clues to improve understanding and communication in business. Effective sales training includes honing and improving listening skills. Listening is critical for business success.

Goals: To develop listening skills that create rapport and increase effective communication.

Results: Participants learn how to apply the listening process at work. They know how to modify their behavior to improve their listening skills.

Participants: Sales personnel, educators, customer service personnel, and management personnel

Course Content

  • What is the listening process?
    The responsibilities of a listener and a speaker

  • Understanding the barriers to listening
    Speaker generated
    Listener generated
    Words that decrease/increase communication

  • Understanding listening filters
    Matchers/mismatchers
    Big picture/small picture

  • What good listeners do
    How to look like you are listening
    How to sound like you are listening
    How to act like you are listening

  • Knowing what to listen for
    The sound of confidence
    Nonverbal Communication
    Interest
    Key words
    Personality style: Using voice tone, pace, gestures
    Nonverbal Communication
    Thought processing (auditory, visual, kinesthetic)
    -How information is processed
    -How to use the information

  • Applying listening skills
    Goals for active listening at work
    How to be a better listener

Posted in: Skills Development Seminars

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Selling Tips

*Try to listen to contrary ideas with less emotion. Focus on the idea before you react. You will be a better listener if you first avoid emotions and try to understand.

About the principal

Would you take auto mechanics classes when you buy a car? Maura did because she wanted to be able to work on her car. She takes that same approach to selling. She can show you how to get below the surface of selling to learn why and how different strategies work. She will show you which skills to implement that will shorten your sales cycle and increase your sales. She was Mobil Oil's first female Lubrication Engineer in the United States and one of Chevron's top 5 salespeople in the country. She knows what works for sales.

"I would recommend your work to other sales organizations who want to get better results from improved selling strategies."
Jamey Rootes
President
Houston Texans

Sales Expert at Allbusiness.com

Selling is the easiest job in the world. Just ask anyone who is not in sales. Read Maura's ideas on "more brain...less mouth" selling to make your selling easier and more successful.

Maura's Allbusiness blog posts

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