Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
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.
Listening for and writing down these unique phrases will train you to pay more attention. To be even more effective, make sure and use these phrases when speaking with your prospect during this call and during the closing call as well. Doing this is what is known as mirroring your prospect and it is a proven and effective way to build rapport and make your prospect feel heard.
Recording your calls and then listening to them in the quiet and safety of your conference room or car allows you the chance to really listen to yourself. In the beginning, this can be a painful and embarrassing exercise, but, again, it is the most powerful way to improve. The point is – you can’t improve something you’re not aware of, and by listening to your recordings, you’re going to become immediately aware of how you’re doing – and what you want to change.
Recording yourself also allows you to measure your improvement as well, and constant reinforcement is a powerful way to make and maintain positive changes.
Here’s a tip: Once you hit mute, leave it on for a couple of seconds even if you think they are done talking. You will be amazed by how much more information your prospect will provide you if you just shut up and listen.
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