Listening for Profit

Listening is the most critical selling skill you can develop. Here are 5 tips to master if you want to be in the top 10%

  1. Pause and listen. Count silently to three (at a regular speaking pace!) every time your contact finishes talking. This will give them enough time to gather their thoughts and continue what they were saying if they haven’t finished, while also not being a long enough pause to seem awkward if they are done talking, and are simply waiting for your response.
  2. Support what they tell you only when you mean it. Before you ask your next question, make sure to thank your contact for the information they already provided in response to your previous one. It