Industry leading listening solution is the key to profitable sales growth, and client and employee satisfaction. 

Almost daily, business owners, executives, managers, and sales professionals are challenged with missing information and misunderstandings. These challenges cost your company time, money, resources, lost opportunities, and reduced productivity, to name a few. 

Do you have the listening and probing skills to capture all the information you need to qualify opportunities and develop high value solutions. Do you communicate in a way that gets your customer to respond positively?

Sales Acumen provides critical training that enables you to listen and speak effectively. This communication leads to better understanding and relationships within your company, and with your customers and partners. By attending a listening workshop, you will see increased productivity, reduced stress, tension, conflict, and a positive impact on your bottom line. 

Listen and understand and you'll be heard and understood

Studies show that listening represents 40% of communication, yet most people have never learned how to listen. In school and in business you learn how to read, write and speak, but not listen. Unfortunately, customers have the same difficulty listening, so it is left to the salesperson to not only be a good listener, but to use techniques that help their customer to listen.

does your sales team need listening training? 

See if and how your sales could benefit from a listening proposition workshop:

1. Ask your salespeople about the specifics an opportunity they are close to closing. Do they now who initiated the project, who the decision maker is, what the evaluation-criteria are, who the competition is, when the decision will be made, what issues the customer is addressing and what results the customer wants to get from the solution? Where did they get their information? Are you convinced it's not a guess?

2. Find out who your salespeople are meeting with. If they have not met the decision-makers, it may be because the people they are meeting with don't want your sales person to give a "pitch" to the executive. Are your salespeople indicating how important it is to hear directly from decision-makers?

3. Do your salespeople make a proposal presentation or just submit a written proposal? Although it's not always possible to do a presentation, just submitting a written proposal does not give you the chance to interact with the customer at a critical time in the process.

4. When your customer facing team interacts with the customer, are they picking up nonverbal clues from the customer? Do they follow up to uncover issues that the customer may be hesitant to bring up?

Click here for help determining training needs.

Active Listening Workshop

There is a critical need to develop the skills and learn the techniques of listening.

If you want to make every customer contact more rewarding for both your customer and your company, then this 1 day Listening Workshop is for all of your client touching people - management, sales, sales support, customer service, administrators and partners. It will give them the skills and techniques to communicate more effectively.

• Management will communicate more effectively internally and with customers. Employee relations and productivity will improve as interactions become more meaningful. Customer encounters, in a sales or problem solving setting, will reach a trusted status quickly.

• Sales and Sales Support become proficient in gaining and retaining the information they need to sell highly valued and satisfying solutions that increase profitable sales.

• "Your best customer is calling" and it's an opportunity to further your relationship, not diminish it. Enhancing customer service communications will not leave misunderstanding to chance. 

You've invested in state-of-the-art telephone, broad-band and wireless networks, email, instant messaging, cell phone and PDA's, presentation, proposal and CRM systems, PC's and video, portals, and data sources... isn't it time that you invest in the people who use these valuable tools?

Workshop Skills and Techniques 

• Identify and overcome the barriers to listening.

• Obtain information by active listening and questioning.

• Retain information for productive use.

• Increase understanding by uncovering the source of feelings. 

• Get your listener to understand and respond positively.

• Use listening to build rapport and trusted relationships.

• Use listening to manage objections. 

• Use listening to understand customer needs, decision-making, value system and risk tolerance.

• Listening to improve negotiations.

• Communicate effectively in email, telephone, meetings and presentations.

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