Listening to Learn
One of the most powerful things sales professionals can do is listen. However, most sales people listen to sell and then immediately jump into sales pitch mode the moment they uncover a pain point. This week Larry Levine and Darrell Amy pose the question, "What would it look like if we simply listened to learn about our prospect's business?" We believe this drives trust while also allowing you to discover the full scope of the client's goals, dreams, challenges, and drivers.
In the episode we refer to a Curiosity Assessment published by the Harvard Business Review. You can find a link here.
Interested in updates on Larry's book as it gets ready to launch? Learn more here.
One of the most powerful things sales professionals can do is listen. However, most sales people listen to sell and then immediately jump into sales pitch mode the moment they uncover a pain point. This week Larry Levine and Darrell Amy pose the question, "What would it look like if we simply listened to learn about our prospect's business?" We believe this drives trust while also allowing you to discover the full scope of the client's goals, dreams, challenges, and drivers.
In the episode we refer to a Curiosity Assessment published by the Harvard Business Review. You can find a link here.
Interested in updates on Larry's book as it gets ready to launch? Learn more here.
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