Tag Archives: active listening

Listening – the forgotten twin of sales success

Active listening is key to sales call success – best practices to help salespeople do a better job listening. Continue reading

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Product pitches – nothing dies harder than a bad idea

Product pitches in sales is old news. Rather, have a dialogue about the value of your product versus a monologue about the features – engage in a business conversation versus delivering a product pitch. Continue reading

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Sales excellence – listening is not a spectator sport

Active listening is critical to sales success. Here are 7 active listening best practices. Continue reading

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5 tips to start listening before a sales call begins

In successful sales calls, active listening in sales calls starts before the sales call begins. Continue reading

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Active listening: a forgotten key to sales success – A STC Classic

Asking questions, however, is not one-way … often the best questions are ones that build on prior statements – resulting in a sales call that resembles a business conversation with a smooth flow between those participating. So, active listening is a key to sales success, too. Continue reading

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Selling and the perfect crime

In many sales forces there are a fair number of sales people in the double-digits when in comes to years in the business. So what is the “potential crime?” Well, while they may not all have held their position for 25 years, it’s easy to fall into a series of “been there done that” traps – such as not planning and rehearsing that call because you have done that “same call” a 100 times or not listening to the customer because you’ve “heard it all before” and already know the right solution. The really good news is, due to the transformational changes occurring in most marketplaces, there is no better time for the message of innovation and uniqueness to resonate then the right now. It’s highly unlikely most sales people can prosper moving forward by simply doing a better job doing what they are doing. Continue reading

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