The One Sales Skill That Separates Top Performers from the Rest

If you ask ten top salespeople what their secret weapon is, you’ll get different answers: charisma, product knowledge, grit, and resilience. All valuable. But there’s one skill that consistently separates the average from the extraordinary.

It’s not flashy.
It’s not complicated.
But it’s absolutely essential.

The #1 skill every great salesperson has is... active listening.

Why Active Listening Wins Deals

Sales isn’t about pushing products. It’s about solving problems. 

At ShareRight, we’re not just selling healthcare sharing—we’re offering peace of mind, options, and real-life solutions. But if we jump to the “pitch” too soon, we miss the heartbeat of what our customers truly need.

Here’s why active listening changes the game:

• Builds trust. People want to feel heard before they’ll buy anything.

• Reveals hidden objections. When you truly listen, you uncover hesitations they haven’t verbalized yet.

• Guides your offer. Active listening helps you tailor your pitch to what actually matters to them—not what you think matters.

Signs You Might Be Talking Too Much

Most salespeople think they’re good listeners—but here are a few signs you might be falling into the “talk trap”:

• You interrupt with solutions before the client finishes their sentence.

• You steer the conversation back to your product too quickly.

• You end calls unsure about their real concern or decision-making process.

Sound familiar? Good news—active listening is a skill you can build.

3 Simple Ways to Build Active Listening Today

1. Use the 70/30 Rule
Let your prospect talk 70% of the time. You speak 30%. Ask open-ended questions and then pause. The silence might feel uncomfortable at first—but resist the urge to fill it. That’s often when the gold comes out.

“Can you walk me through what you're hoping to get out of your health plan?”
“What worries you the most about switching from insurance to sharing?”

2. Mirror and Clarify
Repeat a few of their words back to them and ask clarifying questions. It shows you’re engaged and gives them space to go deeper.

“So you're saying you’ve been burned by high deductibles in the past. Can you tell me more about that experience?”

3. Take Notes (Even on the Small Stuff)
When someone says their daughter is starting college or they’ve just changed jobs—write it down. Use it in future conversations. It shows you’re not just trying to make a sale, you’re building a relationship.

The ShareRight Advantage: Listening with Purpose

At ShareRight, our best reps aren’t just good at explaining how health sharing works—they’re great at hearing people’s fears, frustrations, and financial concerns, and then guiding them to a better solution.

When you master active listening, you stop being a salesperson and start being a trusted guide. That’s what builds loyalty. That’s what drives referrals. That’s what makes you unstoppable.

So before your next call or meeting, remember:
Don’t go in ready to talk. Go in ready to listen.

Ready to Level Up?
Practice this on your next three calls and take note of the difference it makes. Listening isn’t passive—it’s your most powerful move.

Let’s lead with heart. Let’s lead with ears.
Let’s be the kind of salespeople people love to buy from.