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
Duración:00:00:01
- Importance of effective selling 7
Duración:00:03:29
- The role of listening in sales 10
Duración:00:04:17
Chapter 2: The Foundations of Effective Selling 14
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- Exploring the sales process and its components 18
Duración:00:04:16
- Understanding the salesperson's role 22
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- Consequences of ineffective selling 26
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Chapter 3: The Power of Active Listening 29
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- Definition and key elements of active listening 33
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- Importance of empathy and non-verbal cues 37
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- Overcoming barriers to effective listening in sales 40
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Chapter 4: Building Rapport with Customers 44
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- Establishing rapport through active listening 49
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- Strategies for effective communication 52
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- Developing trust and credibility as a salesperson 56
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Chapter 5: Uncovering Customer Needs through Listening 60
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- Identifying various customer needs and wants 64
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- Techniques for probing to uncover hidden needs 68
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- Recognizing opportunities through active listening 72
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Chapter 6: Effective Questioning Techniques for Sales 75
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- The art of asking effective questions 81
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- Open-ended questions vs. closed-ended questions 85
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- Building on customer responses to deepen understanding 89
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Chapter 7: Understanding Decision-making Processes 93
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- Different decision-making styles and models 97
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- Listening for decision-making cues 101
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- Adapting sales strategies based on customer behavior 105
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Chapter 8: Tailoring Solutions to Customer Needs 110
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- Using listening to align solutions with customer needs 117
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- Customizing offerings based on gathered information 121
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- Upselling and cross-selling through effective listening 125
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Chapter 9: Mastering Active Listening Skills 128
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- Developing listening skills through practice 133
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- Enhancing active listening abilities over time 137
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- Utilizing feedback to improve listening proficiency 141
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Chapter 10: Overcoming Objections through Listening 145
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- Listening to identify customer objections 150
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- Addressing objections through active listening 153
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- Turning objections into opportunities for growth 157
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Chapter 11: Enhancing Communication Channels 160
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- Maximizing communication effectiveness through different channels 165
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- Leveraging technology and digital tools 169
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- Optimizing face-to-face interactions for information gathering 173
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Chapter 12: Adapting Listening Styles to Diverse Customers 177
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- Recognizing and respecting cultural differences in communication 181
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- Tailoring listening approaches to different personalities 186
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- Effectively listening to customers across various demographics 189
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Chapter 13: Developing Strong Customer Relationships 193
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- The building blocks of customer relationships 197
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- Nurturing relationships through active listening 201
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- Retaining loyal customers through effective selling 205
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Chapter 14: Aligning Sales Strategies with Market Trends 209
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- Active listening to identify market trends 213
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- Adapting sales strategies based on changing demands 216
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- Staying ahead of the competition through listening 220
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Chapter 15: Incorporating Ethical Listening Practices 223
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- Understanding ethical considerations in selling 227
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- Building trust and long-term relationships through ethical listening 231
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- Recognizing and avoiding common ethical pitfalls 234
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Chapter 16: Embracing Continuous Learning and Improvement 238
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- The importance of ongoing learning in the sales profession 243
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- Recognizing personal growth opportunities through listening 247
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- Applying feedback and insights to improve selling skills 250
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Chapter 17: Leveraging Listening Skills for Negotiations 253
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- Utilizing active listening during negotiation processes 257
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- Identifying common negotiating tactics through listening 260
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- Achieving win-win outcomes through effective communication 263
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Chapter 18: Developing a Personalized Listening Plan 266
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- How to create a listening development plan 270
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- Setting goals and tracking progress 274
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- Incoporating reflection and self-assessment techniques 278
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Chapter 19: Empowering Sales Teams through Listening 281
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- Implementing a listening culture within sales teams 287
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- Encouraging active listening among sales professionals 291
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- Leveraging team listening for collective success 295
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Chapter 20: Conclusion 298
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- Final thoughts on the art of listening in effective selling 299
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- Encouragement to embrace active listening for success in sales 302
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