Shhh . . . you've got to hear this!
'I never learn anything while talking. I only learn things when I ask questions.'
- Lou Holtz.
Well, that pretty much sums up why sales people need to spend 70% of their time with clients in listening mode. The remaining 30% should be devoted to asking questions that keep the client talking.
This video clip from the Desktop Demo scene in the movie Tommy Boy is a great metaphor for when sellers do all the talking their presentations go up in flames.
Wondering if your team may be talking more than listening? If so, we can help.