One of the most important skills in (any) sales is – L I S T E N I N G.

I know, duh! How many times have you heard – “you’ve got to listen to your clients”. If you’re a good salesman, you listen more than you speak.

"But Vera, I do listen. What am I supposed to listen for?"

Let me tell you a short story.

I have a nice aunt, Marie. She’s this loving, bubbly, caring person, interested in everybody, always smiling and welcoming. She has one bad habit – every time she asks a question, she would then enthusiastically start finishing the sentences WITH YOU. A loud. She would speak the words you’re ABOUT to say.

It’s incredibly annoying.  Knowing what kind of person she’s, I know she doesn’t mean it in any negative way. But if I didn’t know her – I would feel like she was telling the other person – I already know what you’re going to say, I can say it for you better, look I know what words...