Closely related to the Questioning skill is the ability to actively listen to everything being said and also what is not being openly said. The key for the sales person is to focus on the customer when the customer is talking and particularly when answering questions presented by the sales person. The number one flaw with aggressive sales people is they are too busy thinking about what they will say next, mentally rehearsing the script plan or just plain thinking about other things unrelated to moment.
Sales Superstars take the proactive listening skill to the next level – giving them a competitive advantage and greater trust with their customers. There are several reasons to improve our listening skills: