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Active listening is a very worthwhile skill to learn and master, especially if you’re in sales.  Far too often, we are eager to share our product knowledge instead of slowing the conversation down to really engage with the prospect.

By doing this, you will stand out from your competitors.  Shutting up, not interrupting and actively listening to your prospect will also build instant rapport. This goes hand in hand with the phrase “people buy from people they know and like.”

When we actively listen and can repeat back to the prospect our understanding of what they just said, it demonstrates that we were paying attention and take them seriously.  It also avoids miscommunication and misunderstanding.

Here are some tips to remember:

  • Don’t dominate the conversation
  • Don’t interrupt
  • Don’t jump to conclusions
  • Know when to shut up
  • Stay focused
  • Repeat back what you just heard and either get confirm or course correction
  • Ask good questions

Remember, we all want to be heard and understood.  We encourage you to master the art of active listening and are confident it will result in more sales. So, if you’re ever in a sales rut, try shutting up and listening!

 
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