Value selling starts with active listening

By Art Seifert, Glatfelter Insurance Group on November 9, 2016

The difference between hearing and listening

In order to be successful selling value, you need to sincerely understand your client's emotional state. This requires practice and focus; it can't be faked. Active listening means you are totally tuned in, looking for every clue. Understanding nonverbal communication is essential.

You don't have to be Dr. Cal Lightman on Lie to Me, but you do need to understand the basics. Is eye contact maintained? Is the client or prospect leaning in or away? Is he or she touching their face when they answer your questions?

YouTube has some excellent videos that cover the basics. So, improve your active listening skills and see your results improve.


Julian Treasure: 5 ways to listen better


Everybody Loves Raymond uses active listening


Art Seifert, Glatfelter Insurance Group

Arthur is a fitness enthusiast, a grandfather, philosopher and possessor of a wretched wit.


The information contained in this blog post is intended for educational purposes only and is not intended to replace expert advice in connection with the topics presented. Glatfelter specifically disclaims any liability for any act or omission by any person or entity in connection with the preparation, use or implementation of plans, principles, concepts or information contained in this publication.

Glatfelter does not make any representation or warranty, expressed or implied, with respect to the results obtained by the use, adherence or implementation of the material contained in this publication. The implementation of the plans, principles, concepts or materials contained in this publication is not a guarantee that you will achieve a certain desired result. It is strongly recommended that you consult with a professional advisor, architect or other expert prior to the implementation of plans, principles, concepts or materials contained in this publication.

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