Following Listening Guidelines


Ineffective listening is the norm.

Salespeople in other industries are no better at listening, and as a result not much better at closing. Fortunately, listening can be learned quickly. Listening is not the thing to do while waiting to talk. Instead, listening is the most intimate gift given to another person. How often are others so attentive, you actually feel heard? It is as rare as “hen’s teeth” to experience salespeople who actually listen.

Talking, unfortunately, sabotages the majority of the sales that are lost.

When salespeople are asked why they lose deals, about 100 percent of the time they’ll … Read the rest