Value selling starts with active listening

By Art Seifert, Glatfelter Program Managers 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 Program Managers

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

Related posts

We think it’s time to put to bed the myth that sacrificing sleep is the pathway to success.

Continue Reading

If you’ve run out of opportunities and prospecting tactics, it might be time to explore a new industry (or venture down the river, if you will).

Continue Reading

Transitioning from an insurance agent to an adviser is about more than how you represent yourself – it's about value selling and providing sound advice.

Continue Reading

Submit a Comment