You already understand the importance of quality communication. But good communication is built not on speaking but on listening. When we learn to actively listen-to listen well-this ability resonates through all our relationships and interactions. Research has found that by listening actively, you will obtain more information, increase others' trust in you, reduce conflict, and better understand the message being delivered. You'll master the basics of: oBuilding greater confidence as a listener, focusing entirely on others without personal distractions. oAdopting a non-judgmental attitude, allowing you to listen with openness and respect, and creating an environment of trust. oSharpening your ability to selectively focus by filtering relevant information while remembering what matters most. oTurning listening into actionable steps, using the information you gather to make informed decisions, solve problems, and enhance relationships. oOvercoming barriers that prevent you from listening fully, staying in control of the conversation, and focusing on your goals. For most of the twentieth century, salespeople were the gatekeepers of data. In order for a prospect to learn more about a product, they had to reach out to the company, and then the salesperson would reach out to the prospect. The best way to overcome this hurdle is to be a better listener than ever before. Your goal as a salesperson is to find out exactly what the prospect wants or needs and give them exactly that. You can't do that if your listening skills are not on point.

Cet ouvrage est une réédition numérique d'un livre paru au XXe siècle, désormais indisponible dans son format d'origine.