The most effective tool a salesperson can put in his or her arsenal has nothing to do with what many people believe sales is all about, said Alan Alford, the top salesman at Geico. He's written nearly 32,000 insurance policies over 17 years.
"I think with me it's listening to people. Believe it or not, a lot of people think salespeople are just great talkers, which I am," Alford said, and laughed. "But I think the listening is the biggest part." He offered four tips to boost sales.