The 80/20 Rule of Selling: 20% of the sale happens when salesperson speaks; 80% of the sale happens when the prospect speaks. VadiK Inventor Author Founder     Selling: Active Listening       Too many salespersons believe they have to talk non-stop instead of listening to prospects to learn about their needs and desires. Remember, people like to buy, but they don't like to be sold. Here are some methods of active listening you should consider if you want to be an appreciated helper.     Value the speaker. Listen with all your senses to understand deep needs of your prospect; avoid the tendency to think about what you will say after your prospect stops talking. Remember that selling happens primarily when your prospect is talking and you are listening empathetically and actively.   Listening To Customers Engage All Your Senses Selling (and Silence)     Listen to hear. Don't talk non-stop, bombarding your prospect with a flood of information. Listen to your prospect's point of view. Demonstrate that you approve of s/his views.     Agree. Communication with potential clients should demonstrate that you approve of their views. Keep in mind that people may like to buy but they certainly don't like to be sold to. Questions-clarifications. After listening carefully, you can ask some questions to show you are engaged in the topic.     Summing up. As well as clarifying questions, this technique will demonstrate that you have correctly perceived the client's words. Paraphrasing. Having carefully listened to the prospect, highlight the essence to show that you perfectly understand what s/he needs or wants.       How to use this information         ① "Adapt what is useful, reject what is useless, and add what is specifically your own." ~ Bruce Lee ② Sleep on this information – your powerful superconscious mind will tell you how to use it when you wake up   Slides   Sales Master   Notes