How many times have you been on a call with a prospect and heard the phrase, “I’ll have to think about it and give you a call next week (or “I’ll have to talk to my husband about this)”? Probably more than you can count. Uh oh, what happened?” You thought the call was going well, but somehow you might have lost control of the conversation and seemingly lost the sale.
We all agree that today’s sales world is quite competitive. So, how can you set yourself apart from the competition in your local area and increase your sales? In the end, sales is more than giving a quote; it’s about creating that unique connection with each prospect—being on their team, making a recommendation, and helping them.
And that right there is how the Listening Sells Sales Program was born! We’ve got three proven and tested hacks that you can use right now to close more sales.
Three hacks that will boost your sales today:
- Active Listening- helps your buyers feel heard, respected, and understood.
- Empathy- when prospects feel like you get them, they stop holding back.
- Personalization- tailoring your message to match your buyer’s needs and wants shows them that you truly care.
Use all three, and you have the perfect recipe for better sales outcomes and long-term success.
Hack #1: Listen Like You Mean It– Mastering the Art of ACTIVE LISTENING
Do you want to know what the most ignored skill in sales is? It’s listening!
That is:
- Understanding the prospect’s underlying needs and wants.
- Paying close attention to what they feel.
- Responding in a way that demonstrates that you’ve truly heard them.
Are you merely hearing enough to be able to fill in numbers using the software that will kick out a price? Then it might be time to start actively listening!
You might not think that active listening can be the key to boosting conversion rates, improving communication, and fostering long-term relationships. But it is, because this is what keeps your clients buying from you. Isn’t this what you want? Keep reading!
You want to hear something interesting? There’s an 80/20 golden rule of active listening, which says that in any sales conversation, the sales representative should spend 80% of the time listening and 20% of the time talking.
Active listening is often the missing element in your daily interactions. Without it, your communication may be holding you back from achieving higher closing rates.
Also, have you ever heard that silence sells more? Well, it truly does! Silence and tone are the key to active listening. Resist the urge to interrupt on your sales calls and learn to be more silent. Truly, it’ll make a world of difference because you’d think that you need to talk more to sell, when in fact the opposite is true. Silence shows your prospects that you value their needs and concerns, and this will help you give the best solution or recommendation to those needs.
The 80/20 golden rule of active listening says that in any sales conversation, the sales representative should spend 80% of the time listening and 20% of the time talking.
How to use active listening on your next sales call:
Record one phone call today and time yourself on listening vs. talking, and see how you do. You can also use tools such as AI, which will run this analysis for you.
If you’re talking more than 20-30% of the time, there’s room to improve.
Hack #2: Building Trust Through EMPATHY– People Buy From People They Like
Imagine slipping on someone else’s shoes and walking in them for a little bit. As soon as you put them on and take that first step, you suddenly start feeling their emotions–it’s like you’re living their experience alongside them. That’s empathy–the foundation of trust! In sales, empathy is not just a soft skill, it’s a powerful advantage!
Why empathy works in sales? Empathy allows you to connect emotionally while still offering practical solutions. And in high-pressure sales environments, it has the power to break down resistance! Mastering empathy gives you the advantage to understand your prospects’ emotions, frustrations, and needs leads to more tailored solutions and stronger relationships in the long run.
The benefits of empathy-driven selling:
- Builds trust faster→ Buyers open up more to those who seem to genuinely care.
- Uncovers true pain points→ Go beyond surface-level needs to what really matters.
- Reduces resistance→ When buyers feel understood, they’re less defensive
- Increases long-term loyalty→ Customers return to people who truly “get” them
Let’s be honest–who wouldn’t want this?
How to apply empathy on your next call:
Use simple, sincere language to show you’re listening and that you understand their situation.
Try saying:
- “That sounds like a lot to manage–completely understandable.”
- “I can hear how frustrating that must be. Let me walk you through how we can help.”
When you acknowledge this, it validates their experience and builds trust instantly.
In high-pressure sales environments, empathy has the power to break down resistance!
HACK #3: Mastering PERSONALIZATION–Make Every Buyer Feel Like the Only One
Here’s one truth every sales pro needs to remember: nobody wants to feel just like another number.
That’s why personalizing is a proven way to capture attention, build trust, and communicate real value. When you take that extra step to tailor your conversation to a prospect’s specific needs and goals, it allows you to connect with them on a personal level. This shows you’re not just selling, you’re solving their main problem.
Ask yourself this:
Are you treating every buyer the same, as if they’re the same person with the same need? If so, it’s time to change! Adjusting your approach based on buyer personas can significantly improve engagement and customer satisfaction.
And the bonus? When buyers feel seen and understood, you capture their attention, and guess what? They’re more likely to say yes!
How to implement personalization on your next call:
Generic questions like “Are you happy with your current service?” don’t really lead to meaningful conversations, and they don’t build trust.
Instead, try asking something more specific that uncovers their real needs: “What’s something you wish your current cleaning provider did better or more consistently?”
This question encourages the prospect to reflect and share what’s actually frustrating them. It opens the door to a deeper conversation and gives you valuable information you can use to tailor your solution to their pain points.
Final Takeaway: Small Changes, Big Differences
Do you really want to know how you can use active listening, empathy, and personalization effectively in your sales calls? Want more practical tips that can increase your sales today?
Just a few intentional changes can make a big difference!
Listening Sells can help you! Connect with sales professionals who have mastered the art of sales and can teach you how to deeply understand client needs, paving the way for meaningful relationships and successful outcomes.
Listening Sells will help you add these core skills to your skill set toolbox in order to build strong relationships, close more deals, and become the kind of sales professional people will remember and refer.
