It's sales for beginners.  You must listen to your customer.  Internal or external.

It's so 101 that you could easily blow through this post and tune into the next thing.  Stayed tuned until point three and you'll have something new to try today.

As a salesperson I stood around or sat with other salespeople and shot the breeze while we waited for the next customer.  At any point any one of us might break away and wait on a customer.  If the GM strolled nearby we would scatter.  The conversation often touched on important things but at any given moment you could break off mid sentence because there were more important items.

I've brought up this habit in sales training.  When I ask if it has followed them home it usually brings a big laugh.  Most auto spouses eventually learn that if a thought occurs to their salesperson/manager spouse they are apt to turn on their heel mid conversation and attend to whatever popped in to their mind.  We giggle about the pervasiveness.  It's a very sticky habit.  We are numb to it. I certainly don't take it personally.

When I walk through any showroom I can tell if someone is listening to their internal/external customer or apt to break off.

1)   Eye contact:  Over said, but sadly underdone in selling situations.   If I walk in and the salesperson says hi to me while with a customer - what was that about?  The person who can/might/will buy should be the focus.

2)  Body language wall.  Back to distractions, lean in to the customer.  You know how to do it when you don't want to talk to someone else.  Make that your new habit with every customer,

3)  Activate your brain :Turn your left ear to the customer, maybe even touch it which signals listening.  It also causes your eyes to move toward your ear which activates the auditory portion of your brain and makes it easier to recall what was said.  You will be amazed when you try this the next time someone tells you their name. 

When you share this with someone today it will help both of your to dial it in next time you are standing in front of someone who wants to be important to you for a moment.  

Who doesn't?