Selling to Anyone Over the Phone

The Payoff

Good listening takes the focus off the “me” (the salesperson) and puts it on the “you”(the customer). For some of us that can be hard to do, especially when we are enthusiastic about our product or when we are very goal-driven. And, good listening can be exhausting; actively hearing and processing information while strategizing the next level of the conversation takes a lot of energy. For this reason, occasional breaks in your call day will help. What should help more, though, is remembering that the reason for listening is for you to make the sale to anyone over the phone.