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    The MVP Club - Create the Life & Business You Deserve
    The MVP Club - Create the Life & Business You Deserve
    • Community
      • Member Forum
      • Event Calendar
      • Members Directory
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    Category: Sales & Business Tips

    Planning for Success in 2017 – Business Building Webinar Replay

      The Seven Questions Every Business Should Ask… We’ll discuss key questions that will help you create a list of your top business goals in…

    Steve Porcaro 11/11/2016

    Fine-Tuning Your Sales Process – Business Building Webinar Replay

    Fine-Tuning Your Sales Process Creating and using a sale process is essential to every successful business.  What makes a good sales process? We’ll review the…

    Steve Porcaro 10/06/2016

    Mars and Venus in the Workplace – Business Building Webinar

      Mars and Venus in the Workplace Tips to improve communication and relationship skills in the workplace. It invites you to explore the different ways men…

    Steve Porcaro 09/15/2016

    Time to Fall back…..to basics

    As a child, daylight savings time was always a mystery to me. I never really understood this bi-annual event until it started to impact my…

    Steve Porcaro 11/03/2015

    Listening To Customers Is Easier Said Than Done – Here’s Why

      Good article on listening by my friend, Tom French. Here is a quick summary of a critical fundamental selling skill, one we all know…

    Steve Porcaro 10/12/2015
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      Forum Description

      dog-ears-300x225   Good article on listening by my friend, Tom French. Here is a quick summary of a critical fundamental selling skill, one we all know how to do well, but which we frequently don’t do so well. With serious consequences. In selling, if we don’t listen well we might miss something, and it might be something important. A common reason initial sales conversations don’t go well is poor listening by the salesperson. They simply miss an opportunity to engage the customer. When the customer isn’t engaged they typically lose interest, and then the sale stalls. Research shows that customers want to be sure the salesperson understands them before they are ready to consider buying. Of course the salesperson develops this understanding by asking good questions and listening. Sounds easy, right? Just ask and listen, and it will go well. This is actually the heart of good selling. (Offering insights which is also advocated today can only  be done well based on understanding the customer – in other words after some good listening.) However, listening well is easier said than done. Ralph Nichols at The American Listening Institute says most people listen at 25% efficiency. With friends if we listen poorly (at 25% efficiency) they will probably forgive us. But in selling, there is a lot at stake, and if we miss 75% we miss too much. So what gets in the way of good listening? In workshops when I ask salespeople if listening is difficult they usually say yes. The biggest obstacle typically is the tendency to think about something else while the customer is talking (usually it’s thinking about what we are going to say next). Another obstacle to effective communication in selling, the biggest one actually, according the renowned psychologist Carl Rogers, is evaluative listening – judging the speaker. I find that experienced sales people are especially vulnerable to this pitfall – they often think they know what the customer will say next and they often think they know better than the customer. Here is a simple yet very powerful way to test yourself on your listening efficiency. To read more