Listen with the Third Ear!

What does it mean to listen with the third ear? Somebody shared with me the saga of a salesperson who was canvassing a middle-class neighborhood one day. She was hoping to talk to residents about a new product she was introducing. As she approached one home a young...

Folks, It’s Showtime

According to NFL statistics, 75% of the teams who score first go on to win the football game. Similarly the NHL tells us that hockey teams in the lead at the end of the first period win 72% of the time. In sales, there is a similar correlation between actual annual...

Confirming Communication Cues

While riding with a sales rep one day during some free style drop-in prospecting visits, I decided to turn our time together into a teachable moment. Upon leaving the office, I told the guy when we stopped for lunch that day he should expect me to administer a pop...

Body Language Mistakes To Avoid

You have heard me say many times how important it is to be a good active listener. Just as important is the display and understanding of body language because often it contradicts what is being said. How salespeople carry themselves on sales calls can be just as...

Listen Up!

Recently somebody told me about a salesperson that was canvassing a middle-class neighborhood one day, hoping to talk about a new product she was introducing. As she approached one home a young boy was sitting on the front step. She asked the boy if his mom was home,...