As sales professionals we’re often told to smile before speaking to a client so they can hear the friendliness in our voice, but how often are we trained on listening to the body language clues coming from the other side of the phone?

In this episode we’re joined by Nigel Green of Evergreen Consulting, a lifelong student of sales and the psychology of buying and selling. Nigel is an expert when it comes to understanding the power of listening in sales, specifically on the types of language we use while listening and communicating with a prospect.

Episode Highlights:

• Knowing when it’s time to “get serious”: How Nigel Green decided to focus on top of funnel
• Creating a framework for language listening
• Is it possible to read body language over the phone?
• Red Flags: 8 signs that you’re not listening to the prospect correctly
• Nigel’s top three techniques for connecting better with a customer
• Implementing a training and roleplaying schedule for your sales team
• More from Nigel Green

Resources:

• Good to Great by Jim Collins
• The 7 Habits of Highly Effective People by Stephen Covey
• Ask by Ryan Levesque
• Motivational Interviewing by William R. Miller and Stephen Rollnick
• Love Nigel’s philosophy on listening and want to learn more? Check out his 8 Ways To Master Client Resistance free PDF! You can also send him an email at [email protected]