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Five Cool Ideas For Better Listening by Michael Angelo Caruso »

Last week I took a few days for personal self-development, which I do several times per year. Although I make it a point every day to set aside time for learning, I find it essential to physically attend events for the total immersion and networking experience. I attended the Infusionsoft user’s conference, Infusioncon 2012, a [...]

Listen for the “Problem-Trigger” Words »

Quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response:
On a call with a prospect, someone who has contacted you after visiting your website says, "Our issue is that we need to_____."
And then let’s assume she mentions a problem that your product or service helps solve.
Ok. Did you [...]

How Many Questions Should You Ask at a Time? »

At a social function I was talking to a guy who asked five questions in a row, didn’t listen to any of the answers, and only used his questions as a springboard to talk about himself.
Since I didn’t take much interest in what he was pitching (he shoved his business card into my hand) I [...]

Sell More With Silence »

I begin all of my sales training sessions by pointing out that the worst way to try to sell something is by TRYING TO SELL SOMETHING.
If you make it about you, that creates resistance since the prospect feels they are being sold, which is a sure path to resistance.
 My friend, Bob Burg, and John David [...]

Three Secrets for Getting People to Open Up »

We can learn a lot from expert interviewers in other professions.
Peter Kessler is probably one of the best interviewers I have ever seen or heard. He was on The Golf Channel a few years ago, and now does a golf show on XM satellite radio
His ability to get guests to open up, help them feel [...]

How to Listen for, and React To “Problem Trigger” Words »

OK, quiz time. Here’s a situation. Think of the very next thing to leave your mouth in response:
On a call with a prospect, someone who has contacted you after visiting your website says, “Our issue is that we need to_____.” And then let’s assume she mentions a problem that your product or service helps solve. [...]