Top Salespeople Listen to Callers Featured

By Staff Writer July 01, 2019

Top-performing salespeople at car dealerships actively listened to callers 179 percent more often than bottom performers, according to a study by Marchex.

The study analyzed 6,200 sales conversations during January from auto dealerships across the United States.

Top performers, defined in the report as the top 25 percent of salespeople, relied on active listening techniques, such as repeating and clarifying information. According to the study, top performers then used that information to provide callers more relevant recommendations.

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Last modified on Monday, 01 July 2019 12:44

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