The Art of Attentive Sales: Unveiling Customer Desires through Effective Communication
Rosalie Lam
This audiobook is narrated by a digital voice.
Embark on a journey where perception and understanding of customers' deepest desires are unveiled, paving the way for prosperous sales interactions. Dive into the precious insights and pearls of wisdom that this book offers, guiding ambitious sales professionals towards impeccably tailored selling techniques. Join the league of accomplished sales professionals by unleashing the potential of effective communication, skillfully uncovering the secret desires of customers that ultimately ignite the sparks of success.
Duration - 5h 17m.
Author - Rosalie Lam.
Narrator - Digital Voice Matt G.
Published Date - Monday, 20 January 2025.
Copyright - © 2025 Courtney DeAngelis ©.
Location:
United States
Description:
This audiobook is narrated by a digital voice. Embark on a journey where perception and understanding of customers' deepest desires are unveiled, paving the way for prosperous sales interactions. Dive into the precious insights and pearls of wisdom that this book offers, guiding ambitious sales professionals towards impeccably tailored selling techniques. Join the league of accomplished sales professionals by unleashing the potential of effective communication, skillfully uncovering the secret desires of customers that ultimately ignite the sparks of success. Duration - 5h 17m. Author - Rosalie Lam. Narrator - Digital Voice Matt G. Published Date - Monday, 20 January 2025. Copyright - © 2025 Courtney DeAngelis ©.
Language:
English
Chapter 1: Introduction 6
Duration:00:00:01
- Importance of effective selling 7
Duration:00:03:29
- The role of listening in sales 10
Duration:00:04:17
Chapter 2: The Foundations of Effective Selling 14
Duration:00:04:34
- Exploring the sales process and its components 18
Duration:00:04:16
- Understanding the salesperson's role 22
Duration:00:03:58
- Consequences of ineffective selling 26
Duration:00:03:58
Chapter 3: The Power of Active Listening 29
Duration:00:03:53
- Definition and key elements of active listening 33
Duration:00:03:39
- Importance of empathy and non-verbal cues 37
Duration:00:03:42
- Overcoming barriers to effective listening in sales 40
Duration:00:04:58
Chapter 4: Building Rapport with Customers 44
Duration:00:05:21
- Establishing rapport through active listening 49
Duration:00:03:03
- Strategies for effective communication 52
Duration:00:04:19
- Developing trust and credibility as a salesperson 56
Duration:00:04:05
Chapter 5: Uncovering Customer Needs through Listening 60
Duration:00:04:01
- Identifying various customer needs and wants 64
Duration:00:03:56
- Techniques for probing to uncover hidden needs 68
Duration:00:04:15
- Recognizing opportunities through active listening 72
Duration:00:03:08
Chapter 6: Effective Questioning Techniques for Sales 75
Duration:00:05:21
- The art of asking effective questions 81
Duration:00:04:10
- Open-ended questions vs. closed-ended questions 85
Duration:00:04:13
- Building on customer responses to deepen understanding 89
Duration:00:03:58
Chapter 7: Understanding Decision-making Processes 93
Duration:00:04:48
- Different decision-making styles and models 97
Duration:00:04:45
- Listening for decision-making cues 101
Duration:00:04:00
- Adapting sales strategies based on customer behavior 105
Duration:00:05:23
Chapter 8: Tailoring Solutions to Customer Needs 110
Duration:00:07:14
- Using listening to align solutions with customer needs 117
Duration:00:04:09
- Customizing offerings based on gathered information 121
Duration:00:03:47
- Upselling and cross-selling through effective listening 125
Duration:00:03:26
Chapter 9: Mastering Active Listening Skills 128
Duration:00:05:09
- Developing listening skills through practice 133
Duration:00:04:21
- Enhancing active listening abilities over time 137
Duration:00:04:18
- Utilizing feedback to improve listening proficiency 141
Duration:00:03:47
Chapter 10: Overcoming Objections through Listening 145
Duration:00:04:35
- Listening to identify customer objections 150
Duration:00:03:38
- Addressing objections through active listening 153
Duration:00:03:33
- Turning objections into opportunities for growth 157
Duration:00:03:26
Chapter 11: Enhancing Communication Channels 160
Duration:00:04:45
- Maximizing communication effectiveness through different channels 165
Duration:00:04:16
- Leveraging technology and digital tools 169
Duration:00:04:07
- Optimizing face-to-face interactions for information gathering 173
Duration:00:04:48
Chapter 12: Adapting Listening Styles to Diverse Customers 177
Duration:00:04:41
- Recognizing and respecting cultural differences in communication 181
Duration:00:05:08
- Tailoring listening approaches to different personalities 186
Duration:00:03:33
- Effectively listening to customers across various demographics 189
Duration:00:04:00
Chapter 13: Developing Strong Customer Relationships 193
Duration:00:04:41
- The building blocks of customer relationships 197
Duration:00:04:24
- Nurturing relationships through active listening 201
Duration:00:03:55
- Retaining loyal customers through effective selling 205
Duration:00:03:41
Chapter 14: Aligning Sales Strategies with Market Trends 209
Duration:00:03:38
- Active listening to identify market trends 213
Duration:00:02:36
- Adapting sales strategies based on changing demands 216
Duration:00:03:58
- Staying ahead of the competition through listening 220
Duration:00:03:44
Chapter 15: Incorporating Ethical Listening Practices 223
Duration:00:04:24
- Understanding ethical considerations in selling 227
Duration:00:04:01
- Building trust and long-term relationships through ethical listening 231
Duration:00:03:37
- Recognizing and avoiding common ethical pitfalls 234
Duration:00:04:43
Chapter 16: Embracing Continuous Learning and Improvement 238
Duration:00:04:59
- The importance of ongoing learning in the sales profession 243
Duration:00:03:59
- Recognizing personal growth opportunities through listening 247
Duration:00:03:36
- Applying feedback and insights to improve selling skills 250
Duration:00:03:27
Chapter 17: Leveraging Listening Skills for Negotiations 253
Duration:00:04:30
- Utilizing active listening during negotiation processes 257
Duration:00:03:26
- Identifying common negotiating tactics through listening 260
Duration:00:03:15
- Achieving win-win outcomes through effective communication 263
Duration:00:03:34
Chapter 18: Developing a Personalized Listening Plan 266
Duration:00:04:38
- How to create a listening development plan 270
Duration:00:04:38
- Setting goals and tracking progress 274
Duration:00:04:05
- Incoporating reflection and self-assessment techniques 278
Duration:00:03:45
Chapter 19: Empowering Sales Teams through Listening 281
Duration:00:06:10
- Implementing a listening culture within sales teams 287
Duration:00:04:36
- Encouraging active listening among sales professionals 291
Duration:00:04:26
- Leveraging team listening for collective success 295
Duration:00:04:20
Chapter 20: Conclusion 298
Duration:00:00:01
- Final thoughts on the art of listening in effective selling 299
Duration:00:02:56
- Encouragement to embrace active listening for success in sales 302
Duration:00:03:24