Tuned In or Tuned Out to Your Client?

COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.

April 21, 2016 | Marilyn Janas

Tuned In or Tuned Out to Your Client?

Thank you for joining us today, we will be getting started shortly. In the meantime, please share the location that you’re joining us from.

Submit your answer via the Q&A window.

Author

Please change background picture

Today, we communicate in a busy world

© 2016 ValueSelling Associates Inc. All rights reserved.

Media

Texting

Information Overload

Multi-Tasking

Multi-Cultural environment

Barriers to good listening

technology

biastime

constraints

language noise

stress


Result

Shorter attention span

More to accomplish in less time

Listening becomes even more challenging


Author

cluttered desk slide....or something to depict challenge of doing many things at once

Why listen? It’s important in the context of business

We like people who are interested in us –

Our prospects and customers like people who are interested in THEM.

─ WIIFM-what’s’ in it for me?

─ Why is this important?


Author

What's in it for me slide

Active listening as a skill

Listen with all senses

Communicate with your whole

self

Engage amd reflect

Allow the message to be

complete

Respond Appropriately


Listening Strategies

Consistent in Principle

Sales Cycle: Environment and Scenarios Evolve

Engagement: Critical at every phase

Create Awareness

Develop Actionable Strategies


Author

slide picture of two people, one talking one really listening

Different Perspectives of Listening


Relationship Development

Information Gathering/Understanding/Discovery

Collaboration

Solution Development

Negotiation

Author

slide with circle showing 5 areas or sections with 5 areas listed incorporated into the slide

Relationship Development

Investment─ Time

─ Attention

─ Realize the Payoff


Author

two people in business relationship slide

Information Gathering: Desire to “understand”

Engagement: What it means to the sales process

Identify Problems─ Hear what is said

• What is apparent

• What is not apparent

• Questioning for additional information


Author

perhaps slide showing notebook to demonstrate information??

Solution DevelopmentWhat is the other person’s perspective

Engagement for “buy-in”


Author

slide depicting point of viewperhaps picture of brain or vision representation

Collaboration

Listening is a two-way street

Active listening promotes active engagement


Author

arrows going both ways??with text overlay ?

Negotiation

What issues need to be identified and agreed-upon

Validity of other person’s perspective

Communication of own perspective


Author

slide depicting agreement?or slide depicting opposing forces?

ACTIONABLE POINTS!

Restating and Reflecting

Giving Feedback

Probing

Minimal Encouragers

Validation and Emotion Labeling

Effective Pause and Silence

Redirecting and Summarizing

Consequence


Author

this slide can be all bullet points

© 2016 ValueSelling Associates, Inc. All rights reserved.

Questions?

At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides

© 2013 ValueSelling Associates Inc. All Rights Reserved.

16


Visit the eStore at valueselling.com

Books

ValueSelling tools

On-demand courses

Complimentary library of webinars and newsletters


Save the date!Our next webinar will be:

Hook ‘em with Value-based Stories May 19 | 10:00AM PDT

Follow and engage with us!

ValueSellingAssoc

ValueSelling Associates

ValueSelling-Associates

@Valuselling


Thank you!

Marilyn Janas| Managing [email protected]

+ 1 760 674 9600 +1 619 743 7272 (direct)

mailto:[email protected]