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Listening

Listening is more than being quiet when the client is talking. That is just a start and anyone who makes it in sales can do that fairly well. Effective listening is what you do with what you hear. It is my experience that for every percentage a salesperson's listening ratio goes over 50% of the call, there is a greater chance of closing. As a rule of thumb, listen at least 50% of the time in each sales call.

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