Two Easy Tips to Take Advantage of Opportunities You Might be Missing

Listening

Here are a few things I heard while listening to calls from a training prospect’s sales reps, who were calling their regular customers:  “Where we’re deficient is in the area of…”  “What our focus now is…”  “We need to step up our game with…”  “We’ll have to...

The Most Important Skill to Focus on This Year

Listening, Questioning

At the grocery checkout stand yesterday, the friendly clerk asked the question that I know they are trained to ask, since I’ve heard it hundreds of times: “Did you find everything you were looking for?” I’m always friendly when I smile and...

Five Cool Ideas For Better Listening by Michael Angelo Caruso

Listening

Last week I took a few days for personal self-development, which I do several times per year. Although I make it a point every day to set aside time for learning, I find it essential to physically attend events for the total immersion and networking experience. I...

Listen for the “Problem-Trigger” Words

Listening, Questioning

Quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response: On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____." And then let’s assume she...

How Many Questions Should You Ask at a Time?

Listening, Questioning

At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself. Since I didn’t take much interest in what he was pitching (he shoved his...

Sell More With Silence

Listening, Sales Recommendations (presentations)

I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING. If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance....