Eight months into selling, I was struggling to get sales. 70% clients were not really interested. I was told - "Start listening to the clients to increase your sales. Clients will share crucial information."

To every client I met thereafter, I avoided talking about my products and religiously asked, "how can I help?" hoping to get more information.

But majority of clients had a usual response - "We have a requirement for ..."

It automatically forced me to talk about my solution and didn't really help much.

I tried various different questions such as - "What is the problem you are facing?" Majority of them had a usual response: "There is not such problem we just want to see what new options are available."

It was becoming hard to makes sales. It made me realise, it is not about listening unless clients start talking. If I really want to increase my sales, I need the skill, the ability to make clients talk first before I could listen to them.

It made me realise, it is not about listening unless clients start talking. If I really want to increase my sales, I need the skill, the ability to make clients talk first.

I started researching as to how to develop this skill and came across many awesome resources that elevated my ability to:

- Make clients speak
- Spill out all the right information
- Figure out their motivation for buying and
- Finally, adjust my pitch for better conversions.

It seemed like an insignificant change but its results were profound.

- I could set a better first impression in client meetings
- My first call/meeting success rate went up by 70%
- My sales conversions doubled
- My sales cycle reduced by half as I closed sales in first few meetings.

All with one small change - ability to make clients talk.

Also read: How your sales team can be an asset for market leadership

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