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July 2009

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COVER STORY Listening Up Can Be Lucrative You may think you're all ears, but you may not be all that when it comes to your listening skills. We're here to help. As salespeople, you’ve no doubt spent countless hours perfecting your speech and attended numerous seminars on honing your sales pitch. By Jen Zorger Article PDF Think you're a good listener? Prove it! Take the Advantages Listening Quiz now.		Editorial: Pay Attention, Wouldja? I recently received an e-mail with funny twists on well-known philosophies. They included: "Give a man a fish and he will eat for a day. Teach him how to fish, and he will sit in a boat and drink beer all day;" "The darkest hour is just before dawn. So if you're going to steal your neighbor's paper, that's the time to do it;" and "Always remember you're unique. Just like everyone else." > MORE What's Your Story? An introduction to interesting industry players. Meet Barry Lipsett > MORE Sales Script Of The Month Words of wisdom for sticky situations Jock Talk. By Pat Cavanaugh > MORE

FEATURES

Body of Evidence
More than two-thirds of the information relayed during face-to-face interaction comes through nonverbal means – body language. Salespeople who don't properly identify and react to body language are at a deep disadvantage. Here's a primer. By Rob Carey

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Your Clients Are Listening
What you think you are saying may not always be what a client hears. Here are 16 phrases that should never come out of your mouth. By Shane Dale

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PRODUCT SHOWCASE

A collection of hot products and cool designs
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