"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace.
3 Ways to Improve Your Listening Skills to Improve Your Sales Performance
1. Ask One Question at a Time
2. Actively Listen and Take Notes
3. Ask, Listen, Ask
If you are asking good questions, taking good notes, and actively listening, but the prospect isn't giving you much to work with, simply say, "Tell Me More." This will give the prospect the opportunity to expound further on his answer and you more time to actively listen to them.
*Editor's Note: This blog was originally written in 2019 and has since been updated.