As a sales person and a sales instructor I’ve been around the sales block a few times—Realtors, loan officers, insurance agents, CPAs, attorneys… you name it. One thing I’ve learned: most people think they’re listening to their clients… but they’re really just waiting to talk.
Here’s a tiny trick I’ve used for years (and yes, sometimes it involves a little humor or a magic trick
Listen first. Repeat back what you think they said. Then ask, “Did I get that right?”
You’d be surprised how often people just light up when they feel truly heard. And suddenly, the sale doesn’t feel like a sale anymore—it feels like helping someone solve a problem.
If you want more tiny tips that actually stick, check out some of the videos I’ve shared on my YouTube channel
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