Arguably, the most important skill in selling is listening. Some of us are better listeners than others, but we all must work on our listening skills if we are going to maximize our success in the business world.
• If you are going to be effective in selling, serving customers or managing others, you will need to [...]

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When the sales applicant was asked, “Why do you think you’d be good in sales?” he didn’t hesitate.
“Because I like to talk.”
Guess he’s still looking for his first sales job. Don’t know how many sales interviews I’ve sat in on and that’s what an applicant has said.
Another too common response: “Because I like people.” [...]

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1. Not understanding the goal of the call
When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don’t identify the goal of their phone call and so they do not get the [...]

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