LEARN TO LISTEN MORE THAN YOU TALK
If there’s one thing that separates top-performing salespeople from the rest, it’s this:
They listen more than they talk.
Sounds simple, right? Yet, many salespeople fall into the trap of talking too much - about their product, their company, their features, without really listening to what their prospect needs.
The irony? The less you talk, the more you sell.
Want to unlock the power of silence and master the art of active listening? Keep reading, because this is where sales transformations begin.
Today, we go over:
What is the 80/20 listening rule, and how does it lead to better sales outcomes.
How to ask open-ended questions that make prospects open up.
The power of silence, and why pausing can help you close more deals.
Download our free Active Listening Sales Guide to
apply these strategies right away.
THE 80/20 LISTENING RULE
And no, this isn’t the 80/20 business rule you may be thinking of.
The best salespeople don’t talk their customers into buying, they listen their way into closing deals.
Instead of focusing a sales call on your pitch, ask thoughtful questions to uncover your prospect’s pain points.
This is where the 80/20 rule comes into play:
Let the prospect talk most of the time while you listen and guide the conversation.
You should be listening 80% of the time while speaking only 20%.
But here’s the catch: this doesn’t mean remaining silent. It means asking the right questions, steering the conversation, and letting your prospect express exactly what they need so you can offer the ideal solution.
HOW TO LISTEN LIKE A SALES PRO
Most people listen merely to respond, rather than to understand. This is how exceptional salespeople distinguish themselves.
Ask open-ended questions (and then shut up).
Your role isn’t to persuade, it’s to discover. The best approach is to ask open-ended questions that encourage your prospect to share more.
Bad Question: “Are you looking for a better pest control service?”
…Yes or No, conversation over.
Better Question: “What challenges have you faced with past pest control services?”
…Now, they open up.
MASTER THE POWER OF THE PAUSE
Silence is uncomfortable, and most people rush to fill it. But in sales, silence is your secret weapon.
Try this: When your prospect answers a question, pause for a couple of seconds before responding.
Chances are, they’ll keep talking, revealing even more valuable insights. Then use this extra information to tailor your pitch to their specific needs.
Pro Tip: If a prospect hesitates after you present a solution, don’t jump in. Instead, ask: “What are your thoughts on that?” Let them process. The more they talk, the closer you are to sealing the deal.
Are You Ready to Listen Your Way to More Sales?
Improve your listening skills with our Active Listening Sales Guide!
We’ve created a free downloadable guide that includes:
The 80/20 Listening Challenge – A step-by-step exercise to help you listen more effectively in your next sales call.
A Salesperson’s Listening Checklist – Your go-to resource for better conversations and higher conversions.
WANT TO EXPLORE FURTHER?
Take Your Sales to the Next Level with Relationship Intelligence.
Want to master the art of selling without being pushy? Top sales professionals don’t just sell, they build relationships that last. That’s why we created Sales Mastery - Relationship Intelligence, the ultimate training to take you to the next level of sales mastery.
Until next time, ask yourself:
Are you really listening, or just waiting for your turn to talk?
Keep learning,
Better Relationships. Better Conversations. Better Sales.