Many salespeople are good at talking, but not as good at listening. By practicing good listening skills after asking key questions, you can easily determine your prospect’s or customer’s exact needs, desires, and readiness to buy. Here are some tips to help you become a better listener:

  1. Stop talking! You cannot listen if you are talking.
  2. Concentrate on what is being said. Sound and act interested.  Maintain eye contact. Listen to understand, not to reply.
  3. Remove distractions.  Except for taking notes on the conversation, don’t do any other things, such as read, chew gum, drink coffee, balance books, etc. while you are listening.
  4. Empathize.  Try to put yourself in the prospect’s perspective.  Periodically breifly indicate understanding.
  5. Be patient.  Do not interrupt or talk over your prospect or customer.
  6. Ask open questions; then actively listen.  Ask for a detailed expression of needs.
  7. Use active listening responses that show you are listening.  In your response statements, periodically include a phrase your prospect or customer gave you, such as, “You can count on responsive customer service here, because….”

For more information on other successful marketing and sales techniques – check out Julie Wassom’s website today!


Julie Wassom
“The Speaker Whose Message Means Business”
Marketing and Sales Speaker/Consultant/Author
Call me: 303-693-2306
Fax me: 303-617-6422
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