Albert Einstein was a sales genius!

Having once said that "If A is success in life, then A equals x plus y plus z. Work is x; y is play; and z is keeping your mouth shut", Albert Eistein got it right about sales success!

Its true: Listening is more important that talking in sales. Knowing that here are some ideas on how to improve your listening skills with clients, prospects and employees.

1. Pause and listen.Let's be honest - do you really listen to what your customers have to say, or are you just catching your breath between questions? If that sounds a little too familiar, try counting silently to three (at a regular speaking pace!) every time your prospect finishes talking. This will give them enough time to gather their thoughts and continue what they were saying if they haven't finished, while also not being a long enough pause to seem awkward if they are done talking, and are simply waiting for your response.

2. Support what they tell you only when you mean it.Before you ask your next question, make sure to thank your prospect for the information they already provided in response to your previous one. It’s not always easy for a prospect to open up, especially in the early stages of your relationship. If they have been generous with their information, thank them for being open. If they ask a great question, thank them for it. But while this approach can yield great results, don’t ever fake a compliment or expression of gratitude. If you don't truly believe what you are telling and thanking your prospects for, then believe me - you won't be fooling anyone but yourself.

3. Take notes and ask for clarification.To make sure you remember the details as well as the substance of what a customer is telling you, take notes, and ask for clarification any time they say something you don't fully understand. Remember, in sales, your best friends are “why," "how" and "what." Use them often to get additional information from your customers - and then don’t forget to document their answers!

4. Echo and paraphrase.They say that you never really understand something until you have to teach it to someone else. To be certain you really understand what a customer is telling you, repeat it back to them, using your own words and interpretation. Then end with a question, to gain their confirmation that your understanding is correct.

Experts agree that the most successful sales people listen 70% of the time, and talk only 30%. Check out our articles The Fine Line Between Being Honest, And Being Brutal and Don't Get Angry - Get Results), you receive more tools to get the information you need from your prospects, create an open dialogue - and start building long-term profitable relationships with your customers.


Cheers, Colleen
Toll Free at 1-877-364-2438

P.S. – If you have not already taken advantage of my 30-Day no-charge trial of Lead- Up sales mentoring program, here is another opportunity to see what you have been missing: http://www.lead-up.com

"Colleen, one of our reps went from one or two conversations out of 10 cold-call connects and no prospects (previous week average), to 6 prospects from of his 10 cold-calls on the day immediately following your training. That is a pretty dramatic and immediate result!" – Thanks, Lewis Prochnau Corporate Sales Manager Protus IP