Importance of Listening in Sales Conversations

Stop Talking, Start Winning: How Active Listening Seals Oil & Gas Deals A client was ready to sign a multimillion-dollar contract—then we lost them. Why? Because we assumed their biggest concern was cost. We never asked. In the oil and gas industry, deals aren’t won by just having the best product or service. They’re won by the company that listens better. The Mistake Costing You Customers Most professionals listen to respond, not listen to understand—and that’s where they lose deals. Here’s how to flip the script: 🚨 Pause Before You Pitch – Let the client fully express their concerns. Cutting them off signals that their problem isn’t important. 🎯 Mirror Their Words – If a client says, “Our biggest issue is long lead times,” don’t assume they mean price. Repeat: “So lead times are your main concern—tell me more.” This builds trust. 🔄 Reframe the Solution – Instead of jumping in with what YOU think they need, align your response with their concerns: “Since lead times are your priority, let’s explore express delivery options to minimize downtime.” 📌 Follow Up Like It’s a Closing Step – Many businesses drop the ball after the first conversation. A simple check-in, like “Did that solution meet your expectations?” shows commitment. Why This Works Clients don’t just buy products or services. They buy the feeling of being heard. 🔹 If you rush to respond, you lose trust. 🔹 If you dismiss their concerns, they look elsewhere. 🔹 But if you make them feel heard? They stay—and they sign. Have You Ever Lost a Deal Because You Assumed Instead of Listened? Drop your experience in the comments—let’s talk about it. 👇 #OilAndGasSales #B2BNegotiations #ActiveListeningWins

⚡The power of listening in Tech Sales is your most underrated skill🎧 I’ve come to realize that the best salespeople aren’t the ones who talk the most — they’re the ones who listen the best. 👂💡 When I first started, I thought Tech Sales was all about delivering the perfect pitch, hitting all the key features and benefits in a smooth flow. But the truth? The real magic happens when you stop talking and start listening.🧠 Here’s why listening is your secret weapon in sales: 1. It Builds Trust. People buy from people they trust. When you listen intently, you show the prospect that you genuinely care about their challenges, not just making the sale. You’re not just another salesperson — you’re a problem-solver. 2. It Uncovers Real Pain Points. Prospects may not always tell you exactly what their problem is upfront. But if you listen carefully, you’ll hear the unspoken needs — the things they may not even be fully aware of yet. Your job is to dig deeper, ask thoughtful questions, and understand the why behind the what. 3. It Helps You Tailor Your Approach. The more you listen, the better you understand the unique context of each prospect. This lets you craft a message that speaks directly to their needs, not just your product’s features. It’s the difference between a “one-size-fits-all” pitch and a customized solution that resonates. 4. It Creates Stronger Connections. When you listen actively, you make the conversation feel more like a partnership. You’re not just pushing a product — you’re co-creating a solution with them. This leads to better relationships and a higher likelihood of closing deals. 💡 How to Improve Your Listening Skills: - Don’t Interrupt. Let the prospect talk. Sometimes, silence is the most powerful tool you have. - Ask Follow-Up Questions. Show that you’re engaged by digging deeper into their pain points. - Summarize What They’ve Said. Reflect back on key points to confirm that you understand their needs — this helps build rapport and trust. Sales is about understanding your prospect more than understanding your product. It’s about listening more than speaking. When you listen closely, the answers you need — and the opportunities — will come to you. 🔑 So, next time you’re in a sales conversation, pause and listen. You might just hear the "Yes" you’ve been waiting for.

“Giving Junior Vibes?” Here’s How to Fix It. A client recently called me, a little rattled. Someone told her she was giving junior vibes—and she had no idea what that even meant. Honestly? Neither did I at first. After 30+ years in sales, I’ve seen top performers who don’t always sound like it. They do the work, hit the numbers, but something about their presence signals “not quite senior.” If that’s ever been said about you, here’s how to shift the perception: 1️⃣ Own the Room (and the Zoom) Executive presence isn’t about talking the most—it’s about speaking with intention. Slow down, breathe, and pause instead of filling space with um, like, just. Silence isn’t awkward; it’s powerful. 2️⃣ Listen More Than You Speak Junior reps talk to prove they know their stuff. Senior professionals listen to understand. Empathetic listening builds trust, authority, and deeper relationships. Instead of thinking about what to say next, focus on what’s being said now. 3️⃣ Master the Power of the Pause One of the best questions you can ask isn’t a question at all—it’s just “And…” followed by silence. Count to four in your head. I promise you, your client or prospect will step into that space and tell you more. Or simply ask: • “Tell me more...” • “How do you mean?” Listening at this level doesn’t just make you a better salesperson—it makes you a trusted advisor. 4️⃣ Shift from Order-Taker to Trusted Advisor Juniors respond. Seniors lead. Instead of waiting for direction, take control of the conversation. Guide your clients by connecting the dots between their challenges and your solutions. Position yourself as an expert, not just a vendor. 5️⃣ Think (and Talk) Like a CEO Whether you’re selling to the C-suite or aiming for it, your language matters. High-level decision-makers don’t care about features—they care about business impact. Tie everything back to revenue, risk, and results. 6️⃣ Breathe. Slow Down. Own Your Space. Ever notice how the most confident people don’t rush? They pause. They let their words land. You don’t have to fill every second with speech. Breathe, collect your thoughts, and trust that your presence speaks volumes. The good news? Junior vibes aren’t permanent. Confidence, presence, and strategic thinking can be learned—and mastered. And it all starts with listening. #Sales #SalesLeadership #1MillionWomenBy2030

Here’s something I see all the time. Prospect speaks. The salesperson is already thinking about what to say next and isn't listening. Good communication isn't about asking a question. Then another question. And another. Good communication is about making others feel understood. You're allowed to pause for two beats after someone is done talking. Set aside having the answer. Don't offer ideas. It's not your job to fill your prospect's head with information. Your job is to draw it out. Give people space to develop their own answers. People trust their advice, not your advice.

When a customer says, “Your price is too high,” it’s easy to get defensive or shut down—but that’s exactly when we need to stop and listen. This isn’t just about numbers; it’s about understanding what the customer truly values and where they’re feeling unsure. I got my start in sales, and one of the most important lessons I’ve learned is that overcoming price objections isn’t about lowering the price—it’s about raising the value in your customer’s eyes. It’s about actively listening to their needs, their pain points, and their concerns, and then showing them how your product or service directly solves those challenges. When we take the time to listen deeply, we uncover what really matters to our clients. Maybe they need to see the long-term benefits, or maybe they’re unsure how your solution fits their unique situation. This is your moment to shine. Use that information to show them the real value of what you’re offering—the time saved, the headaches avoided, the results that will make a difference in their world. It’s not just about selling a product. It’s about adding value, building trust, and creating partnerships where the customer feels heard and understood. The most powerful sales conversations come from listening first, and then connecting your solution to their specific needs. There are some great takeaways in this article so I had to share: https://lnkd.in/eFA5MybT #ListenFirst #ValueSelling #CustomerSuccess #SalesLeadership #OvercomingObjections #BuildingTrust #SalesWithPurpose #ClientFocused