May 2011

Hearing Versus Listening

By AL SIMON

One of my favorite exercises to use in our sales training classes is to ask the group to list the most important attributes of a “good” salesperson. Answers will always include persistent, quick thinker, excellent public speaker, knowledgeable, hard worker, etc. It usually takes a few minutes before someone finally says, “a good listener.”

Walking the Tightrope

By STEVE BRAZELL and AIDEN LIVINGSTON

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