If the client makes a point, repeating it shows to them you have listened to what they have said, and you can address it. This has much more impact than just answering the point. In repeating, you can do any objection handling. This handles issues the client has, whist demonstrating that you are tuned in.
Sales people have a habit of asking a question and then answering it. It is the height of rudeness to interrupt so let the client answer a question or make a statement (even if it is wrong) and finish – then answer it (having listened to what they said). This is party linked to selling skills, partly linked to good manors.
Taking notes when with a client does two things; it shows the client you are interested and paying attention but also helps you take the information in. Many sales people are good at taking in information and processing it. However studies show that writing information down engages a part of the memory that stores information over listening. This shows communication skills.
Many sales people do not smile when talking to clients. Smiling is infectious and even if you are working from a telephone, people can tell you are smiling. It lifts the mood of the conversation and communicates that you are alert, interested and friendly. These are obvious factors, however as mentioned, may sales people have these character traits that will act as stumbling blocks within the sales process. Sales training companies can look at these areas and address them to re-train the sales person/sales team into being better listeners, better communicators and better sales people. You can go onto google and look for agencies, or fill in the form above.