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The Most Important Sales Skill

Thursday, February 13th, 2014 by
The Most Important Sales Skill


The most important sales skill, which can be developed through sensitivity and training, is the ability to listen. Sounds easy, but a study conducted in the financial services industry found that in a typical sales call, the salesperson spoke a whopping 80% of the time. Why? 

Salespeople get pumped up, nervous and they want to make sure to get all the material covered. Trouble is, 80% is not collaboration . . . it’s domination . . . and customers do not like it. A well-trained listener can also pick up subtle emotional signals and buying is all about emotions.

There is an old saying in sales relative to a conversation with the customer: “Selling is like tennis . . . as long as the ball is in the other person’s court, you cannot lose.”  The same goes for listening . . . encourage the client to do most of the talking and listen intently as he guides you towards the essence of his needs . . . and the sale.


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