Listening is a strategy, not simply an act. Like any strategy, you need a plan to implement it. Here's TachAutoCareers ABC plan to ensure you're listening closely:

A. Focus on the customer, both physically and mentally

B. Actively process what you see and here. Ask lots of questions and don't ignore subtle signs of resistance without qualifying

C. Pause, and clarify to make sure you're both on the same page

D. Choose the correct response based on steps A - C

Don't go into a sales presentation without doing a reality check on your ability to focus clearly on the customer and listen to everything they say even the kids, as well as what they don't say. The deal depends on how you build your relationship.

What do you think? Do you have a few tricks up your sleeve that are just as powerful? Make your voice heard by leaving a comment below. Don’t forget to hit the share button if you know others who will find this post useful.

I.C. Collins ~ Author and Educator: Has One Simple Goal Improve a Million Automotive Sales Consultants Lives

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