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
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
The following is a summary of basic tips for active listening to improve your sales.
Learn how to listen.
So many salespeople love to express themselves! This is what makes them charismatic and fun to be around.However, it may also be what makes it difficult for these folks to listen. The ability to develop good listening skills will enable you to gather information critical to uncovering the buyers needs.Listening provides the added benefit of getting to know your prospect. Why is this so important? Your new prospect will share more personal and business related information in the initial meeting than at any other time. This information exchange allows for follow up discussions, relationship building , keys to finding buying motivations, and a wealth of other great information. Listening is the only way to develop a relationship that can produce trust,vital to the sales process.Once you have developed a trusted partnership, the first sale,future sales, and referrals are rewards of being a good listener. In sales, it is a natural tendency to want to strike up a conversation on initial contact with a prospect.Often, in the initial phase of the sales process, sales people will even go into selling mode. This is understandable as there is no common ground to converse with your prospect.However, this is the time to step back, take the uncomfortable verbal pause and allow the buyer to carry the conversational ball. This will give you information needed to get to the next level, provide the opportunity to develop a relationship , and prove that you care enough to listen. The skill of active listening includes leaning forward, nodding in agreement and acknowledging the needs of your prospect, as well as having empathy when needed. This can all be done without saying much at all.Facial expressions, body language and appropriate gestures show you are actively engaged in the conversation.If executed correctly, reaping the rewards of being a good listener will advance the sales process. So when you have the urge to fill the air with the music of your voice,hesitate and listen. It is easier than you may think, practice the art of listening, and reap the rewards.
About the author