Feedback Form
Home Features Mastermind Forums About Advertise Blog Network Contact Be An Author

Listening Pays !!!

Listening Pays !!!

To produce exceptional sales results, salespeople must be effective communicators. However, salespeople tend to do more talking than listening. In a typical 60-minute sales call, a salesperson spends 30 minutes talking about products or services, 9 minutes asking questions ,and 12 minutes letting the customer speak. Clearly, not enough time is spent asking questions and listening to customers - the only way salespeople can learn what it will take to quickly close the sale.

So, how can you improve your sales results?

Listen to Understand, not Reply - Give your prospects and customers time to express their needs priorities and desires. Avoid interrupting or suggesting solutions until you hear them out.

Make Eye Contact - If you are taking notes during the sales call, glance up at customers frequently to show them you are interested in what they have to say.

Repeat Important Points - Summarize key points to insure you have understood them correctly and to show them how well you listened.

Listen Actively - To process everything customers say, keep your brain engaged. Think about how their needs match your product.

Ask Open Questions - Open questions, which elicit more than just a "yes" or "no" answer, encourage your customers to give you more information.
Listening is the key to sales success.
[top]

Remember, you have two ears and one mouth -
so use them in that ratio!





Listening Pays - To learn more about this author, visit Craig Arnoff's Website.

Like this article? Share it with your friends

Article Feedback
 Article Feedback No article feedback found.
  Leave Your Feedback
article feedback

Article Feedback

To learn more about the Evan Elite Author Program please contact us.

About The Author


Craig Arnoff
(Visit Craig's Website) Craig Arnoff holds Bachelor and Master's degrees in Marketing, Finance and Business Management. He is the author of Cooperative Selling™ and Cooperative Telephone Selling™, and has conducted workshops for over 10,000 sales and telesales professionals in the technology and services industries. The firm, which has been in business for 20 years, specializes in helping clients boost sales results via sales, sales management and telesales training, coaching and consulting programs.

Craig Arnoff is a Gold author on EvanCarmichael.com
About The Author

View Author Blog
View Author Blog

View Author Video
View Author Video

Free Downloads


Craig Arnoff's

Complete
List Of
Sales
Articles

Name
Email
If you enjoyed this article, get Craig Arnoff's Complete List of Sales Articles For FREE!

More Craig Arnoff
Tough Times Sales Strategies Part 1 Selling More to Existing Customers
Tough Times Sales Strategies Part 2 15 ways to Generate New Business NOW
Discounting DONT DO IT
TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES
SALES MANAGERS Eight ideas to boost shortterm sales results
10 Ways to Better Manage Motivate Your Sales Team
Heightened Competition Driving Creative Sales Approaches
Boosting Your Personal Sales Results Getting A Pay Raise
Listening Pays
Free Downloads


 
 
 


Evan Elite Authors
Linda Richardson  
Kim Castle  
Cheryl Matthynssens  
Evan Elite Authors

Become An Author
Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details.
Become An Author

Evan's Latest Video
Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media
Evan's Latest Video

Business Opportunities
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"

How to Start An Online Business

Click Here To Learn More
Business Opportunities



Evan's Newsletter
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
Name:
Email:
Evan`s Newsletter

Free Downloads
Write Marketing Plan Icon Write Marketing Plan
Personal Leadership Icon Personal Leadership
Instant Quotes Icon Instant Quotes
Great Sales Fallacies Icon Great Sales Fallacies
Loyalty Strategies Icon Loyalty Strategies
Free Downloads - Complete List

Entrepreneur Tools and Guides
Top 50 Social Entrepreneur Blogs of 2009
Top Social Business Blogs
Top Social Entrepreneur Blogs
 
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009
Top 50 HR Blogs 2009
 
Entrepreneur Tools and Guides

SEO For Africa
SEO For Africa
Kokouvi Messanvi Fiokponou Agoe, Togo,
SEO For Africa

If I Were A Startup...
Travis Hartley, 426% Growth in 2 Years
Travis Hartley
426% Growth in 2 Years
Lisa Shepherd, $335k to $1.1 Mil in 2 years
Lisa Shepherd
$335k to $1.1 Mil in 2 years
If I Were A Startup... - Complete List

Famous Entrepreneurs
Charles Schwab, Charles Schwab
Charles Schwab
Charles Schwab
Fred Smith, Fedex
Famous Entrepreneurs - Complete List

Entrepreneur Advice
Jeffrey Gitomer, The Sales Bible
Jeffrey Gitomer
The Sales Bible
David Allen, Getting Things Done
David Allen
Getting Things Done
Entrepreneur Advice - Complete List

Popular Articles
(Premium Authors)

     Seven Habits of Highly Defective Sales Managers
By Barry Maher
     Speaking of Motivation Leadership and Success
By Barry Maher
     Bragging about the Negatives and Speaking of Positive Sales Motivation
By Barry Maher

Have A Suggestion?
Toronto Salsa Classes / Toronto Salsa Lessons Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
Have A Suggestion?

More Evan Carmichael
More Information