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SKILL


Strategic Listening Is a Major Key to Sales Success


NAOMI J. ROZAN


To improve your listening skills, start by analyzing the components of listening; then, enhance your skills in those areas. This article divides listening into its basic functions and provides suggestions for improving your skills in each function.


6 | JULY/AUGUST 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


The four components of strategic listening are:


1. Receiving information 2. Interpreting information 3. Storing information 4. Providing feedback


Each component is a building block for the next, and improving one area will affect the other three. I call this “listening synergism.” When this occurs the improvement overall is larger than the improvement in each area on its own.


ENY SETIYOWATI / SHUTTERSTOCK.COM


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