Skill + Do
If you’re working on listening better in your pitch meetings, try repeating this mantra before the meeting starts to focus your attention: "My mind is open, and my ears are too."
A study by the University of Missouri states people only remember about 50% of what they hear. Yikes!
Don’t be discouraged if you think you speak much more than what the Gong stats suggest is a best practice. This is why you’re here working on your game! You know that focus and doing the DO create the good habits you want.
The Gong stat tells us all we need to know about successful selling: let the buyer do the talking. Shoot for getting them to talk at least 57% of the time.
That means you must create space for the buyer; you need to tamp your excitement and eagerness that often speed you up in meetings. Pressure and the speed of business are listening killers.
On the one hand, you love the speed of your role, but you must learn to put a fence around it if you want to be a good listener! Becoming a better listener requires dedication and discipline…luckily, you got those mastered!
“Listening is not understanding the words of the question asked; listening is understanding why the question was asked in the first place.” Simon Sinek
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