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The Sales Synopsis: Active Listening

Mark Jewell rejoins the show to talk less about talking and more about what he calls “active listening”.

Most salespeople do about 75% of the talking, but Jewell believes they should be listening 75% of the time. Jewell says many non-verbal signals will show your customers that you are not actively listening, but simply getting ready to talk about another sales feature. And in many cases, that won’t help with a sale and will probably hurt you opportunities.

Greg Ehrich, LC is the former President of the National Association of Innovative Lighting Distributors (NAILD) and owner of Premier Lighting, a progressive lighting distributorship.

Mark Jewell is the President and Co-Founder of Selling Energy. He is a subject matter expert, coach, speaker, and best-selling author focused on overcoming barriers to implementing projects.

The Get A Grip Sales Synopsis is sponsored by TCP.

If you want to watch more Get A Grip On Lighting podcasts, you can go to www.getagriponlighting.com.

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