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by Mike Brooks
In sales, the ability to truly listen is what separates the Top 20% of producers from the bottom 80%. Now when I say “listen,” I mean much more than just hearing what a prospect is saying. Many sales reps hear their prospects, but because they are unprepared to handle various objections or questions, they are usually too busy thinking up what they are going to say next to truly hear what their prospects are saying. And that’s where the top 20% excel.
Recording yourself also allows you to measure your improvement as well, and constant reinforcement is a powerful way to make and maintain positive changes.
Don’t be fooled by how simple these suggestions sound – they are harder to follow then they seem. But the good news is that they are so much more powerful then they seem as well. Remember, what separates you from the Top 20% is your ability to really listen and hear what your prospect is saying. But once you master these three simple techniques, closing sales like the Top 20% will be simple as well!
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com