9/3/2025-Ears is better than mouth

Every seller knows one of the keys to selling is good listening.

So why do most sellers fixate on what they’ll say during client interactions versus what they’ll hear?

Simple: talking, not listening, is embedded in The Seller Gene. (Pitches and VPs get practiced…listening does not.)

It’s great that you understand the 174 features of your offering that you were trained on, but it’s better to focus on asking the right questions in your pitch meetings. The better your questions, the more you’ll focus on listening.

Today, focus on raising your listening game.

1. Prepare thoughtful and strategic questions for your customer interactions hours before your meetings start. Review and edit them right before you engage your buyers.

2. While in question mode, calm your mind so you can focus on what the buyer says.

3. Don’t interrupt. When the buyer opens their mouth, yours clamps shut. Stay completely silent when the buyer talks.

In this incredibly helpful clip, Simon Sinek encourages you to practice the art of listening, not the act of listening. HINT: it starts with making the other person feel heard.

The six minutes you give to Simon are worth it to expand your listening powers.