active listener Archives

Intimacy and Opportunity

May 13, 2015May 12, 2015 by Bob Schultek

Prospects have stated and unstated needs. Discovering the unstated ones results in getting the order. Intimacy is the key that unlocks these hidden unstated needs and begins to build the emotional connection with a prospect that leads to an order. What is the best way to foster intimacy with new prospects? Your first three minutes with a new prospect is your chance to put the person at ease and gain insights into his or her …

Active Listeners Get What They Deserve

January 12, 2022May 13, 2013 by Bob Schultek

Listening is not a passive act. In our world of perpetual urgency, being an active listener makes you distinctive – it’s a competitive advantage. In fact, prospects cite engaged listening as a key reason they choose to work with one supplier versus another. Active listening communicates respect for the speaker, and his or her time. It maximizes the productivity of your interaction with your customers or your personnel.Learning to be an active listener starts …