Listening

The greatest tool you have in sales is listening.

One tool that will help you to listen is to repeat your prospects words exactly.

When you do so, the prospect will really start to feel like you've heard them and that you understand them. Then strive to do it. You will not serve yourself by simply mimicking what they say. Seek truly to understand.

If they say their challenge is 'antiquated equipment'. Respond 'antiquated equipment?' wait, and then thoughtfully listen to their response.

You will learn so much.