Are You Really Listing?

As a Senior Sales Consultant for many years, it astounds me how few sales professionals can't stop talking! Listening for cues is what separates the great sales professionals from the rest of the pack. In my training sessions with new hires, we do a lot of role playing. Without fail, the person taking the role of the sales professional is doing all the talking while the 'customer' in the role play can barely get a word in egewise. Getting your client to yes, means you pick up on the suttle business points, pains to in a dialouge. Clients will reveal almost anything if the valued business partner, a.k.a., sales professional practices active listening.