Rotman's Sales Club (Extract 12)



The gold is in what people don’t say!

What I’ve learned from coaching sales people is that being a great listener and communicator really has nothing to do with hearing what people say, it has everything to do with being able to read the emotional field of what they don’t say.

It’s funny, only 7% of communication is actually made up of the words your client uses. 93% of communication comes from their tone of voice, eye contact, energy level, body language and more.

To be an engaged and effective communicator and build relationships so you sell more you have to be focused on your customer and let go of your own, judgements, opinions, assessments and stop asking yourself is this right or wrong, true or false.

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