By Kim T. Gordon

"I'm listening," may be the catch phrase for fictional TV psychiatrist Frasier Crane, but it should also be the mantra of every successful home-based and small business owner. Listening is the single most important component of any interaction with a prospect or customer.

An effective sales meeting or call contains two components: asking questions and listening to the answers. If you do both well, you'll build trust and rapport. By asking the right questions, you can uncover your prospect's needs and find out what customers really want. Listen for facts, feelings, beliefs and desires, in order to respond and frame your next questions appropriately. Listen carefully and never rush. Thoughtful pauses are part of natural conversation. Many business owners find focusing on the customer in this way helps them build sales by leaps and bounds. It also takes their minds off any first-meeting jitters.......[read more after logging in]

	Read the full article & hundreds more FREE! Login or register below. E-mail:*    Password:* First Name:    Last Name: Receive marketing information and offers from Kim T. Gordon Login Register » Privacy Policy | » Recover password