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...

Hooray for Home Shows!

The following story was submitted as an entry to the annual funniest home improvement story contest conducted by Today’s Homeowner.com by Bob Sill of Concord, New Hampshire. Sounds like Bob should go to his local Home Show and find a contractor to complete his next...

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...

Extreme Listening Strategies

At the beginning of today’s post allow me to put you to work. Take a couple of minutes and answer, with a simple yes or no, these 10 questions pertaining to listening. I anticipate what people will say next as they are speaking. I’m constantly judging the merit...

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...