The Most Expensive Sales Mistake (Part 2)
Have you ever noticed the most powerful sound in a sales conversation isn’t talking? It’s “uh huh.”
This week I ran a session on “Active Listening” and perhaps many consider a lost skill since 2020.
Following on from last week and the 15 emails I received after Thirsty Thursday dropped, most sales aren’t lost because we didn’t speak well. They’re lost because we didn’t listen well.
Active listening builds trust. It deepens understanding. And it stops you sounding robotic.
When a prospect says, “I’m looking at changing gyms…” That’s not your cue to launch into features. That’s your cue to lean in. Nod. Hold eye contact. Smile.
Then paraphrase to confirm you’ve heard everything correctly. “So what I’m hearing is you want more accountability and better results… did I miss anything?”
By the way, the question “did I miss anything?” is powerful! I think it changes everything. It shows they feel heard.
Weekly challenge:
Talk 30% less, listen 30% more and notice what happens.
Justin is the Managing Director of Active Management, which he began January 2004. He offers coaching to businesses worldwide in everything from start up and design to marketing and sales systems. Justin also facilitates four Australian and New Zealand ‘fitness industry roundtables’ events, which allows him to see a huge cross section of business models.