In episode 524 of the Sell or Die Podcast, we want to talk to you about a subject that has eluded salespeople for a long time. That subject is listening. When we say listen, we don’t mean you listening to others, rather, how to get other people to listen to YOU.
But before we dive right in, let us introduce ourselves in case this is your first visit. Welcome to the Sell or Die Podcast. We’re your hosts, Jeffrey & Jen Gitomer. Between the two of us, we’ve written the books The Little Red Book of Selling, Sales in a New York Minute, plus 15 other best-selling books. We’ve also created the 7 figure sales formula program and the Breakthrough Business Babe Community.
Sell or Die is for sales professionals, sales managers, entrepreneurs, and business owners who want to sell more at full price, earn loyalty, and have an unlimited stream of referrals. Every single episode will give you real-world, easy-to-implement solutions so that you can get your calls returned, your proposals read and acted on while creating relationships that you can take to the bank.
It’s time to sell or die…
Check out the points below to learn more about why active listening is important for your sales. And for even more details on each point, listen to ALL of episode 524 of the Sell or Die Podcast on your preferred streaming platform!
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Have you ever had someone say, “Can you repeat that?” or “I didn’t hear you.”? That is a misstatement, they were essentially saying that they were not listening to you. They heard you plenty, but they weren’t listening. Our challenge for you is to speak so that others hear what you have to say. That means you have to use vocal variety, be clear, be concise, and make sure the message is proposed in terms of their interests and objectives. Otherwise, they will think it’s a sales pitch and won’t listen. A great tool to accomplish this is utilizing storytelling. We’ve grown up and been conditioned as humans to learn and hear things through storytelling. When you are telling a story, it could very well be about you, but make it a point to turn it back over to whoever is listening. At some point, you have to connect the story and point back to them.
A perfect example of active listening and those not listening is when you’re on an airplane. Think about it, when you’re boarding a plane, the flight attendant always comes up and provides a safety instruction message before take off. This is about the safety of your life, yet nobody is listening. People are distracted reading, drinking, talking, anything but listening to the flight attendant. Jeffrey shares a recent experience when he was getting on a plane and how he was told to adjust his seat to the most uncomfortable position possible. Think about that – he immediately started his story with something funny and everyone was paying attention. He ends his message about the safety instructions by letting everyone on the plane know that if an unlikely event occurs and you have to use your seat cushion as a flotation device, please feel free to keep it with the airline’s compliments. The plane was roaring with laughter. All this guy did was take the boring message, add humor to it, and it resulted in every single person listening.
The lesson for the day is to create a compelling, humorous, and memorable message that other people WANT to listen to, not HAVE to listen to.
To hear more about why active listening is important for your sales, don’t forget to tune in to episode 524 of the Sell or Die Podcast.
Right now, we are currently working on making our Insider’s club into a global group of sales leaders that are all on fire. There’s a few right now in our Facebook Group, we’re aiming to get a few thousand. Make sure you go to www.gitomertraining.com/recovery and watch the free masterclass that will give you a ton of value on how to recover and increase sales right now! We also have a special invitation once you check that masterclass out, see you there.
Thank you so much for listening to Sell or Die! We hope that this episode has helped you to transform the way you think, given you new ideas, and provided a new perspective on the sales and business challenges you face every day so that you can win the customer to the bank.
If you enjoyed this episode please take a second to rate & review. Each review helps us help more people just like you make a difference in this world! Don’t forget to take a screenshot, share it in your Instagram stories, and tag us @jeffreygitomer and @jengitomer. See you next week!
Known as the King of Sales, Jeffrey Gitomer is the Author of 16 best-selling books including the Little Red Book of Selling, the Sales Bible, and his newest book Get Sh*t Done. In 2008, he was inducted in the Speakers Hall of Fame – the highest award in the speaking industry. His world-class list of clients include companies from Fortune 500 companies around the world. His digital Learning academy and signature course, The Seven-Figure Sales Formula, offers individuals and teams real-world sales strategies they can implement immediately.
Jen Gitomer gained her prowess in NYC as both a salesperson and award-winning sales leader for a Fortune 500 company. She is the best-selling Author of Sales in a New York Minute, CEO and Founder of Breakthrough Business Babe and a master business growth coach.
Jeffrey and Jen thank you, Diehard, for helping Sell Or Die achieve more than 2 million downloads!