Successful Salespeople Love to Listen!

What makes a salesperson a good listener? First, he/she suspends his own assumptions in order to give the customer’s ideas priority. When he/she asks questions, it is to build trust and rapport with the customer. Open questions work best like "Tell me more about that." Second, the good listener suspends judgment and debate. As Stephen Covey said, “Seek first to understand, then to be understood.” Give the customer the benefit of the doubt.