When You Hear These, They Are the Reasons Someone Will Buy

"The Art of Sales" Podcast, Listening

The top earning salespeople listen at a different level. They listen for the “lean in” comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy. Yet, many salespeople hear them, but...

Most People Are Awful at This

Listening

The most important skill in being wildly successful in sales–and in most human interactions– is not talking, but listening. Everyone knows how to do it, but most do it poorly. In this episode of The Art of Sales you’ll hear the “Two P’s...

How to Listen Like a Homicide Detective

Listening

One of the many awesome things about being in sales is that sales actually IS real life. What we do on the phone and in person in prospecting, selling, and working with customers is the same thing we do when interacting with people in all areas of life. That’s...

What I Learned About Sales on a Houseboat

Listening

I recently had an opportunity to really study human interaction. Up close. For an extended period. I was on a houseboat trip to the amazing Lake Powell with about 20 people… young children, teens, millennials, and every age range on up to high-50’s. Some of the...

You Know HOW to Do This, But How Well DO You?

Listening

In an interview with a senior HR director at a large firm, he lamented that although he had plenty of jobs to fill, his main issue was with the general lack of “soft skills” by applicants. These include using proper English, common courtesies: “please” and “thank ...

Listen for Their “Lean In” Statements to Learn EXACTLY What they Want

Listening, Questioning

If someone in a conversation dropped this on you, how would you react? “So, anyway, I’m only sharing this with a couple of people, but my aunt in Omaha is good friends with Warren Buffet and this is where he said she needs to put all of her...