Add some “mhmms” and “ahs.” It may sound silly, but responding to a customer with a simple “uh huh” instead of dead silence shows the customer that you are listening while allowing them to continue what they are saying.

Get used to “no.” Then get past it. People are practically programmed to say “no” or give a negative response to salespeople until they’ve been convinced that the salesperson actually has something worth their time. It’s your job to try to overcome these negative responses. You don’t need a firm “yes,” just permission to continue with the conversation.

Talk like the customer. When the customer is talking, listen to what kind of language they use, particularly adjectives; then use it, when relevant. If the customer thinks you “talk like them,” they will subconsciously think you have a better understanding of what they need and the kind of product they’re looking for.

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