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How To Teach Listening

We all agree that listening is one of the key skills of any sales professional. How can you make a pitch if you have not tailored it to the needs of the prospect.
Take your team to a quiet place and instruct them to maintain silence and write down the 20 distinct sounds they can hear. By saying 20 you are setting up the belief there are 20. They will strain to pick up sounds, which is a good focus for them. Then convert this to a more realistic scenario. Talk for 5 minutes as though you were a prospect and tell them to write down the 20 things that they heard that can be used to close a sale. As they are not having to say anything, they do not have to think and can concentrate on listening. The group will have different results and the lower scorers will learn about how much they miss.

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