Jim Johnson shares data from sales-analysis platforms Rilla and Ciro showing that reps who ask more questions and listen instead of talking close deals at roughly double the rate. Most people listen to respond, but the best reps listen for understanding and take pauses before answering.
ask more questions and listen to more answers. Uh, we've done a lot of studies with several different, uh, um, sales analysis platforms where they actually listen to the conversation, analyze them, and let us know what's going on. Uh, tools like Rilla or Ciro, those type of things. And what we've found out is that the sales reps that ask more questions than everybody else and listen more, in other words, they talk less than the homeowner does. Their closing rates are significant, like double higher than everybody else. So we've gotta be attentive. Listen, take those answers down, catalog them, write them down if you need to, but we wanna listen for understanding, not for response. Most people today listen to respond. They're not even really hearing what you're saying. They're just thinking about the next thing they're gonna say. And the problem with that is immediacy. We wanna respond right away so we look like we're confident, we know what we're talking about. But there's techniques that allow us to be attentive and listen and then still take some time to think.
