It is only a sales person who listens properly who will be able to determine a client's true problems and needs. And only those who understand what a client's problems and needs are will be able to sell something to that customer.

Many sales people are  poor listeners, like most other people . The reasons for poor listening are looked at in this sales training article and provides some useful guidelines on being an effective listener.

Being able to quickly read people allows you to more effectively build relationships, have more personal impact and more effectively influence. This is an essential skill in leading, coaching and all aspects of developing your interpersonal style and skills. The best leaders, coaches and influencers all take time to really understand who they are working with. You can do it quicker with these ten top tips.

Have you ever needed to ask directions?  You know, you're traveling and trying to get to your hotel, or you're in a different part of the city looking for a restaurant and when you don't know the way, you stop and ask somebody, don't you?

All of these questions are crucial to ask during the close, and after you read them I encourage you to put these into your closing scripts and outlines. They will give you the feedback you'll need (and don't get because you're not in front of your prospect) to close the sale. To get the most benefit from them, begin using them today: