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Active listening: a forgotten key to sales success – A STC Classic
A Classic – ’63 Corvette When talking about sales skills, the first thing that comes to mind for many is asking questions. Rightly so. Asking questions, however, is not one-way … often the best...
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5 tips to start listening before a sales call begins
A week in the field with sales reps and you’ll see too many sales calls where the sales reps just talk too much. Inquire why and you’ll hear comments like these: “a great product will sell itself if I...
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Sales excellence – listening is not a spectator sport
Listening isn’t a spectator sport. You have to get in the game. You must convert from thinking about listening as something that is passive – to something that is active. Here are seven best...
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Listening – the forgotten twin of sales success
Listening in sales calls While most salespeople have come to agree that asking questions is a key skill, many still underestimate the contribution of good listening to achieving top performance. It is...
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