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You can never cross the ocean until you have the courage to lose sight of the shore. Christopher Columbus

 


 

SuperSonic Listening



"Lot's of people have told me that prospects tell you their buying motivations, but what no one told me is how to figure it out.  This seminar did. Thanks for this valuable tool to make me sell better."--Sales Manager, International Manufacturer

Seminar description

SuperSonic Listening provides training in the number one skill salespeople and persuaders need:  SuperSonic Listening!  Whether selling a product or service, promoting a project idea, or persuading others to a different point of view, knowing how to position in our listener's mind-share what we are presenting is critical. The only way to determine positioning is through listening. That's why a survey of 4000 salespeople rated listening as the #1 ingredient for success.

This seminar discusses the following:

  • How wrong assumptions deter sales
  • How the prospect's use of metaphor, images, and other key words offers a gateway to understanding the prospect's motivation
  • How small talk provides Big Meaning about Positioning
  • How the Recognition Reflex provides immediate and specific guidance to buying motivation and insight into how position what is offered
  • How to customize your presentation to the prospect's motivations

 

Learning objectives

  • How to figure out the prospect's Hot Buttons
  • How to develop strategies consistent with the prospect's Hot Buttons
  • How to predict the prospect's likely objections
  • How to use the What-Why Technique to clarify motivation
  • How to recognize the Recognition Reflex and use it

 

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Learning methods

  • Mini Lecture
  • Individual Worksheet
  • Small Group Discussion
  • Skill Practice with Professional Role-players (Optional)
  • Individual Reflection
  • Action Planning for Improvement
  • Large Group Discussion

For whom

  • Executives
  • Sales Managers
  • Managers
  • Supervisors

Suitable for

  • Meetings
  • Retreats
  • Training Seminars
  • Luncheons
  • Conventions
  • Dinners