I’ve been speaking with salespeople about listening for years. In every new hire training program I’ve conducted, since 2005, I’ve asked “How many of you have taken a listening class?” As of April 2023 – the count is up to TWELVE……
I was spending a lot of mental energy and time thinking of how to emphasize the importance of listening… but LOTS of other people already have so here is what they say: Why is listening important?(from Bangor University in Wales) Listening plays…
In March, A Chip off the Block was all about having a process to handle NO in prospecting: Never Underestimate the Power of Acknowledgement Softening Changes How THEY Hear Questions There are BAD Questions – Ask GOOD ones Conversational Resistance …
A lot of salespeople talk about objections when they’re prospecting – BUT how can someone object if they have no idea what you do yet? Conversational Resistance happens early in prospecting, for whatever reason they give – the other person is NOT…
Everyone’s heard the saying “There’s no such thing as a stupid question.” I think it was Carl Sagan who said “there are naive questions, tedious questions, ill-phrased questions…” From a sales conversation perspective, GOOD questions are those that: Are open-ended…
Softening statements at the beginning of a sales question helps make direct questions easier for the prospect or customer to hear and answer. Softening Statements are designed to: Blunt the edge. Take the harshness out. Ensure the prospect or customer…
When’s the last time you felt heard – REALLY heard? One of the top complaints about salespeople is that we don’t listen! Change this perspective immediately by acknowledging you’ve heard them. You don’t have to agree with them, what you want is to…