You were only half listening? What did that get you?

As sales professionals, it’s imperative that we learn to focus on what the prospect or client is telling us.  Are you truly listening?  When you are “half listening” you may well miss all of the message.


Listening or Reloading

3D-Women-Shake-Hand-01In “Winning Body Language for Sales Professionals“, Mark Bowden talks about being a good listener.  He suggests you ask yourself the question “Am I listening or reloading?”.  Many of us have a bad habit of letting our minds get ahead of ourselves.  We are so busy thinking about the next item on our agenda that we lose sight of the client’s needs.  You might say we are reloading for the next attack.  Do you get the picture?


When you are focused on the next volley, the prospect can sense that you aren’t paying attention.  Then the trust goes and ultimately the opportunity is lost to us.


Stop selling! Help them buy.

3D-Women-Idea-01Most of us are pretty intelligent people.  We don’t need someone to tell us what we need.  We are looking for someone we can trust and that help us buy.  Most of us make decisions by reflecting.  That means you need to be a reflective listener!


Pay attention to what your prospect is saying.  If you listen closely enough, they will tell you exactly what they need from you in order to buy what they want.  In most cases, it’s simply taking the time to reassure the client or prospect understands that it’s not just the sale that drives you.


They can buy products or services just about anywhere from anyone.  Why you? 


Do you really listen? 

Most of us like to think we do.  I think most of us are really reloading.

I would suggest reading two books to help with communicating with prospects and clients.

  • The Secret Language of Leadership by Stephen Denning

  • Winning Body Language for Sales Professionals by Mark Bowden


Make it a great day,



P.S.  What am I thankful for today?  I’m thankful for great writers like Simon Sinek, Stephen Denning and Mark Bowden.  I’m thankful for the opportunity to share ideas.  I’m thankful for you!


What are you thankful for today?


Prospecting and Sharing: The 80/20 Rule

Prospecting Ratios


Pareto's Principal

Pareto’s Principal

Pareto’s Principal, or the 80/20 Rule, applies to prospecting just as it does to most things in life.  You need to talk to 100 people to sell 4 or recruit 1.


80 won’t be interested at all, 20 will talk to you.  Of the 20, 16 will hear your message and say no.  Four of the twenty may actually purchase your product or service and one of those may join your business.


This is where I/R theory becomes so important.  Don’t let disappointment in the sales role take you out.  Like it or not this is a numbers game.  You need to talk to as many people as you can to spread your message.



Sharing (Not selling)

criticismStop selling!!!


There was a time when people were less educated.  In the 50’s, most considered it a great accomplishment if your kids finished high school.  There was no internet to find information.  It could take weeks to find out enough about a product or service in order to make a decision about purchase.  That means in those days I needed you to educate me.  Translation, sell to me.



Society today is far more educated and most are very capable of finding out whatever technical information they need.  I only need two things from you.  Share your service or product and help me understand why I should deal with you.


Take some time to get to know me and let me get to know you.  I need to know that I can trust you before I tell you too much.  Only then can you decide if it’s worth sharing your product or service with me.  If you come out of the gate trying to sell me, I’m just going to shut down and now I don’t trust you any more.


Once you gain trust, let me know your product exists and what problem it will solve for me.  Give me a link to the technical stuff to check out later.  Spend the rest of our time together helping me understand why I should buy from you.


Make it a great day,




P.S.  What am I thankful for today?  I’m thankful it’s finally spring (I think)!  I’m thankful my family is all healthy.  I’m thankful for opportunity.


What are you thankful for today?