The Collaborative Growth Blog

One of the first lessons I ever got in sales was this very lesson you posted above. Early in my business career I was in a meeting with my boss(Darcy) and the potential client. I was trying to sell instead of listening. I made that very mistake. Since, I have been working on my listening skills.

You're welcome. It's a great article and should be read, understood and practiced by every sales rep.

It seems like there are a lot of sales people out there with poor listening skills - giving the profession a bad rep. When my husband first met me, I was in a sales profession and I can immediately feel that his and his whole family had an adversion to sales people. They are so afraid to be "sold" something or to be "deceived". I think I had to work really hard to change his perception about sales and marketing people. Guess who is doing the sales and marketing for the online accounting software he has created? ME!
If sales people in general would listen better, I wouldn't have to convince my husband I wasn't out to get him to buy something.

Very well said, May. Couldn't agree with you more. Used car salesman give us all a bad rap. Luckily, we don't have a high need for approval, so it doesn't matter :-)

From a prospecting standpoint, you are absolutely right. How do you tell wether you have a cold lead, a suspect or a qualified prospect? A few well timed questions and a good ear! Everyone wants to feel as though they are valuable enough to listen to, even if it turns out that your product is not a good fit. Believe me, I have overcome many, many fortresses by being willing to hear a person out. If you earn the respect of that potential client by listening to his needs and his challenges, then she will show you the way to the sale. if you ignore them, they will show you the way to the door. Good selling!

 
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