Successful sales are made by listening. Here are some tips that may make you a better listener:

* Show you are interested and involved by making eye contact, making your presence felt and being an active listener.

* Make show you don't show you are ready to respond. Once you do, they'll know you are no longer listening.

* Pause before responding. A 2 second pause is important, particularly on the telephone, to avoid interrupting someone.

* Regardless of the importance or your message, let the customer go first and finish.

* Show you care about them and what they are saying.

* Listen for hidden messages. Most people want encouragement, insights or answers. If you're a careful listener you can connect better.

* Avoid changing the subject and do so only with extreme care.

* Remember Socrates - perhaps the wisest man ever - and answer by asking questions. It shows you were listening carefully and want to make sure you fully understand.

* Finally avoid starting side conversations. If you don't get this one, start again at the top.

 “If you can find a path with no obstacles, it probably doesn’t lead anywhere.”   Frank A Clark