Session 1: Reflective Listening - a competitive advantage in sales
Description: We’ll start with an introduction to “Reflective Listening,” the high-level framework honed by therapists, conflict resolution experts, professional negotiators, and the best sales professionals. What is it? Why does it work? What does it sound like? We’ll model variations on this technique, and practice with live role play. Guaranteed to spark the best dinner-time convo later that night.
- At home, ask your roommate, partner, or phone a friend and ask: “How was your day?” Try to use mostly reflections as long as possible. The goal is to just have a great conversation focused on your counterpart, not you. Remember, this only works if you’re truly curious.
- Review one of your own sales calls (recorded call or recorded video meeting). Use this template, share with your instructor via email.
Session 2: Applied Listening: Tactical Habits that will Boost Your Win Rate
Description: Reflective listening is more than just repeating back what you heard (though, make a habit of that alone, and you’ll outperform most of your peers). In this module, we’ll dive into 3 repeatable tactics to improve your listening, and how to apply what you’ve learned.
- Split Attention
- The listener’s guide to note taking
- The “challenge email”
Session 3: The Listening Technique to Overcome Any Objection
Description: Based in the reflective listening techniques and habits covered in Modules 1-2, learn and practice a new framework to understand and overcome any sales objection.