I had the strangest phone call the other day. It was from someone I have known for a long time. I wouldn't call us friends, but our paths have crossed multiple times over the years so we are acquainted. 

We chatted for a few minutes. He told me he had moved to Florida. I mentioned I sold my company and I am enjoying the slower pace.

He barely acknowledged what I said and proceeded to launch into a pitch on his new venture. Unfortunately, I have no interest since, as I told him, I sold my agency.

By the time I got off the phone I was annoyed, because he clearly had no interest in anything I had to say.

Then I felt sorry for him. Not only had he failed to sell me, but he completely blew the chance to sell to my contacts. There was no way I was going to introduce him to anyone I actually liked. 

So, before your hop on your next sales call, maybe you should brush up on your listening skills. 

• Pay attention to your body language. Make sure that you are facing your customer, making eye contact, and nodding your head. This shows that you are engaged and interested in what they have to say.