Listening to Your Customers

How do I avoid evaluative listening?

• Hold off forming opinions until the speaker's message is complete.
• Don't obsess with or focus on emotional words or phrases.
• Concentrate on the speaker, not on your intended rebuttal.

What steps must I take to ensure active listening?

• Truly listen by providing the speaker with your undivided attention.
• Reduce or eliminate noise or other distractions.
• Organize the message you hear.
• Check your understanding of what's been said.

Overview/Description

The key to effective communication is practicing good listening skills. This Business Impact explores the concept of active listening and the crucial difference between hearing and understanding.

Target Audience

Salespeople whose job it is to personally sell products or services in a professional, corporate, capacity, along with those in training for such roles.