Thursday, 2 November
Today's Topic
Listening

Skill + Do

Growing your ability to listen better in a customer pitch meeting is not based on how well you know your talk tracks, it’s based on the quality of the questions you ask.

Most sellers have been taught a pitch script and are then instructed to give the same pitch to each client.

Do you think your prospects will notice they’re getting a one-size-fits-all pitch?

In your customer meetings, you will always need to pitch an idea, a concept, a solution, or a feature of your offering, but be wary of spending too much time in performance mode versus conversation mode. The goal is to listen to the customer, and it’s hard to hear them when you’re pitching.

Some might call that consultative selling, and they’d be accurate. And yes, it takes discipline to spend more time in asking and conversation mode, but you’re smart; you can do it. Appreciate what a customer-centric sales call should look like; mostly, it means THEY talk more than you! A lot more.

You’ll know you’re successful when you start hearing better information and more insights that help you sculpt good solutions for the customer. And, of course, you’ll start to see trust grow, too…who knows, perhaps your phone will start ringing more.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

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June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

Read More

"I remind myself every morning: Nothing I say this day will teach me anything. So if I’m going to learn, I must do it by listening." Larry King

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