Week 4: Develop Your Listening Skills

Tip: If you’re dominating the conversation on sales calls, you’re losing opportunities. Speak only 20% of the time and listen 80%. Great salespeople know that trust is earned by listening, not talking. Take detailed notes and fight the urge to interrupt. Listening isn’t just polite—it’s your most powerful sales weapon.

Behavioral Change: Transform into an active listener who uncovers hidden client needs and builds unshakable trust. Remember, understanding drives action.

• Action Step 1: Master "reflective listening" by restating the client’s points to ensure clarity and demonstrate you’re fully engaged.
• Action Step 2: After every call, identify the three most critical insights your client shared. Use these to tailor follow-ups that show you’re invested in solving their unique problems.

Tech Recommendation: Leverage tools like Otter.ai or Fireflies.ai to handle transcription during calls. These tools let you focus entirely on your client instead of splitting attention between them and your notepad.

AI Strategy: Analyze your talk-to-listen ratio with cutting-edge tools like Gong.io or Chorus.ai. These platforms provide real-time insights into conversational habits, helping you improve client engagement and uncover buying signals that might otherwise go unnoticed.

Challenge: Stop making calls about you. Make every interaction about the client. Listening more effectively isn’t optional; it’s the difference between mediocrity and mastery.