In last week’s, Going from Duh to Do – The Listening Edition, I shared that to become a good listener 1st – you have to care about what the other person or people in the conversation have to say. This is the number one reason…

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…