RAB Insights

RAB Research Archive

Practice active listening

Successful salespeople are completely present when they talk to prospects. They’re not thinking about another deal, scrolling through Reddit threads, or sending funny memes to their team members. They’re engaged -- and as a result, their conversations with buyers are deeper and more meaningful.

Active listening may be one of the hardest skills to develop, since it’s human nature to care more about what you have to say than your prospect. However, it’s incredibly valuable. Not only will you build stronger relationships, but you’ll unlock information that’ll help you position your product as the best option.

Source: Business writer Aja Frost