1. 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

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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