Salespeople and business people know that listening skills are essential yet when I run sales training seminars I am constantantly amazed by how poorly most people listen to their prospects and clients. This may well be that people have had too little sales training in this area, it may be that they hear what they want to hear or it could be that they just don't care. Whatever. The ability to listen, not only to what is said but to what is not quite said, is essential if you want to improve your sales skills and increase your sales … [Read more...]