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Attentive

Attentive:        1 : mindful, observant 2 : heedful of the comfort of others : solicitous 3 : offering
                                                   attentions in or as if in the role of a suitor

Synonyms:                          alert, all ears*, awake, aware, conscientious, enthralled,
                                                          fascinated, glued, heedful, hooked, immersed, intent, interested, listening,
                                                          mindful, observant, studious, vigilant, watchful

You must be mindful of your level of attentiveness whenever you are interacting with a prospect and/or
customer. The biggest compliment that you can pay someone is to give them your full and undivided
attention. That means eye contact. Eye contact doesn't mean to burn a hole in someone, but don't get
wandering eyes when you are engaged in conversation. Many people have the bad habit of looking around
the room while someone engaged in conversation. You've seen it. You can tell when someone is walking
into the room, because instead of looking you in the eyes, their eyes wander behind you every time
someone walks into the room. This is a very bad habit, so if you find yourself doing this, work on improving
your eye contact. Remember the old adage, "you listen with your eyes."

Once you learn to listen with you eyes, your listening skills will automatically improve. As your listening
skills improve, work on becoming more observant. The most successful way to sell is to listen to your
customer. You need to understand what it is that your customer really wants. For example, if someone is
in the market for a car, odds are that they are looking for something more than just reliable transportation.
Some people want a low priced car because they have a tight budget. Some might want an expensive car
which could serve as a status symbol. Some people might want a safe car to protect their family. Some
might want an economical car because they commute a long way to work everyday. And the list of wants
and needs goes on. A cardinal sin of inexperienced sales people is to assume that our own wants and
needs are everyone's wants and needs.

No one believes that they are bad listeners. We all think that our listening skills are great. But if you want
to get a good indicator of how well you listen, just notice how much of the conversation you dominate. If
you are doing most of the talking, you aren't really listening.