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Increase Sales Tip - Listen More Talk Less

Leanne Hoagland-Smith

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Increase sales by embracing the words of Mark Twain who said: If the good Lord wanted us to speak more than to listen, he would have given us two mouths and only one ear. Twain was not the only one who noticed that we have 2 ears and only one mouth.

Having two ears is a good thing especially in sales. We have the tools (ears) and with the right attitudes and sales skills, we can truly utilize effective listening skills from active listening skills to reflective listening skills.

We must remember that communication is a process where there is a sender and a receiver. In the role of sales person, you truly want to position yourself more often than not as the receiver and not the sender.

Your prospect, suspect or person of interest needs to share information with you so that you can truly know if this person is someone who has the following criteria:

  • Is a decision maker who can purchase your products or services
  • Has a need for your products or services
  • Has a budget for your products or services
  • Has urgency to purchase your products or services

When you as the sales person are doing all of the talking, you will not discover these criteria. Bottom line you will be wasting a lot of precious time that could be directed to someone else.

Active listening skills also mean that we must make time to listen. We must be present and focused on the sender.

Another effective listening skill is to be attentive. When we are attentive, we can hear what the sender is saying.

Having an open mind helps us to become a more effective listener. When we put our judgements and attitudes or our filters to the side, we can more clearly hear what the sender is communicating to us as the receiver.

Within this listening process, we need to listen for feelings. Remember, no one likes to be sold, but everyone loves to buy. People are creatures of emotion and listening for those feelings will help us increase sales.

Active listening means that we listen for retention. When we are present and have an open mind, we can retain what we have heard.

After a conversation with a potential customers, reflective listening takes place. We have the opportunity to make notes and relisten to the past conversation. If the interchange was especially significant, you as the sales person would be best advise to find a quiet place for a few moments of reflective listening. Take time to reflect about this significant conversation.

Yes, you can increase sales just by being a better listener and stop talk. You may be pleasantly surprised by the results.

Would you like to increase your sales? Then, you may find Simply Speaking, Increase Sales By a combination e book and e workbook, of interest at

Call me, Leanne Hoagland-Smith, The Business Coach, at 219.759.5601 or visit at to explore everything from how my solutions double results to articles and resources including the Simply Speaking series.


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