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RECRUITING SKILLS

LISTENING FOR NEEDS

Listening is the most important skill required for effective communication, and for some people it is also
the most demanding. People usually believe they are listening, but often they are just waiting for
their chance to speak and thinking about what they will say. Listening is not only hearing what your
prospect says, but also finding out what he or she is assuming, implying or not saying.

Barriers that can prevent you from
listening:

Time pressure.
time pressure
Doing or thinking about something else
while the prospect speaks.

Interrupting your prospect.
thinking you know
Judging your prospect.

doing something else

You can overcome these barriers by:

Preparing for your presentation.

COMMON
COMMON
judging saying.
Focusing on what your prospect is actually
GROUND
GROUND
Listening for your prospect’s feelings and
needs.

Finding common ground with your
prospect.

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