How to Consistently Outperform your Sales Competiton

By Dr. Jack Singer


     Susan is in life insurance sales. She understands how to make cold calls, how to follow up on leads and referrals and how to offer excellent customer service. Yet, she’s amazed at how much more successful her colleague, Michael, is, when she puts much more time and sweat into her work than Michael seems to do. She wonders what is missing in her approach.


    The key difference between their approaches is the fact that Michael has trained himself to be an “active listener.” He uses the Sales T.R.I.U.M.P.H.S. active listening model to not only help him maximize his sales deals, but as a powerful technique that helps him communicate effectively with his wife and teenagers as well.


Here are the components of your sales T.R.I.U.M.P.H.S:


T: Treat your client with respect and value — Developing rapport with the client is a crucial first step. Smile, position yourself at the same level (sitting or standing, depending on what the client is doing), and slightly lean toward the client while maintaining eye contact. Make sure your cell phone is on silent and you can give your undivided attention to the client.


     Listen to what the prospective client is saying — don’t shuffle papers or start thinking about your response. Just listen to her. Regardless of what the person asks, don’t fall into the trap of thinking you need to answer immediately. It’s OK to say, “That’s a great question. Give me a day or so to research our products to find the one that precisely addresses your question.” Clients can be long-winded, nervously asking a lot of questions. Cutting off a speaker may lose you the rapport you need to develop. Always give the speaker the courtesy of finishing a point before you interject your own. Again, take notes so you won’t forget what you wanted to say.

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