1.

Listening
2. Hearing
3. Understanding
4. Judgement
5. Body language
6. Facial expression
7. Tone of voice
8. Emotions

 People are only hearing and not listening

 The is that listening, you’re actually processing what you heard
 Why is it important to listen
 People prefer talking to listening and their fav. Tpoic is themselves
 Listening also compliments someone
 Helps build trust- foundation of a good relationship
 By simple listening, prospects will tell you what you need to know which will help to
improve your success

3 steps to consider when listening.

1. Hearing- this is where you “catch” what is said.
2. understanding- here you interpret, or evaluate, what you heard in your own way.
3. Judgement- does it make sense and consider a solution.
Tips to improve listening skills
 When getting ready to speak with someone, avoid all distractions.
 And suspend all unrelated thoughts- start w/ clean canvas.
 Listening is a skill…it can be learned and praticed since there is a 4:1 ratio between thinking and
speaking… (use that time wisely to process what ou heard and to think of the next question
to ask.

1. Demonstrate that you are listening

 don’t have a poker face Use your face and body to get involved and show you are
listening.
 Your facial expressions will show how you feel.
 Listen with your body, lean forward and be attentive.
 Try to make eye contact (but don’t stare), this will help make a personal connection.
 Another way to show you are listening is to take note.
 Switch between eye contact and note taking and you’ll look and feel totally engaged.
2. Questioning
 Good listening means good questions, Ask open-ended question to get an explanation and
more details.
 Open- ended questions are ones that start with Who, What, Where. When. Why and How
 Also ask clarifying questions to make sure you understand what was said
 Don’t interrupt when someone else is speaking
 Wit until you asked all your questions and they told you all you need to know.
 Avoid asking disruptive questions
 Try making an experience of what they are describing.
 Try to notice what is NOT being said.
Good Listening:
Shows respect
Creates trust
Builds relationships