We've all been there, say 2 words and the salesperson takes over. However as a salesperson, how do we know whether we are guilty of not of the same thing? Easy to get carried away in the thrill of the chase and forget to actively listen to the prospect or client. 00:50 Why Active listening is vital in selling 04:15 The role listening plays in gaining trust 06:15 Don't make the questions difficult and listen to the reply!! 09:10 What stops salespeople asking the right questions? 12:10 Some 'tricks' demonstrating you're actively listening to the answers 14:09 D.I.S.C. Profiles! Absolutely vital. 18:48 Review some things you can try straight away 19:27 Less is definitely more 21:15 How to find us

We can burn hours with prospects who never buy anything. Who's fault is it, theirs or ours? We look at the mystery of clients we put on our sales pipeline who stay there for months or even years. Theres at least 3 things we can do to avoid the trap!

We spend hours, days, weeks, months carefully crafting our pricing model and what do we end up doing? Discounting! If thats all our prospects want to know is our price or how much we will shave off the price then we are doing something wrong! This episode covers some of the things we do that creates the problem and some ideas to combat discounting when selling.

Disaster! Products and services to sell but not enough prospects will talk to you? If you're feeling desperate or questioning your own products or pricing, these next 20mins or so could bring ideas for a change of fortune.

If we don't close the sale to win enough new orders we will lose our business or get the sack or perhaps collapse from exhaustion in the attempt to hit targets. We all have the same 24 hours in a day so whats getting in the way of invoicing enough revenue?.