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There is an old rule that is familiar to many but practiced and mastered by only a few of the best sales people. That means that the sales person is actually doing more listening during the sales call than anything else. Studies have shown that the more a prospect or customer feels heard and understood the more likely they are to make a purchase.

There is no question that professional selling requires mastery of a special set of communication skills, such as questioning and listening skills. Without those skills sales people sound and act like everyone else.

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