Salespeople should prioritize listening over talking from "summary" of Making Major Sales by Neil Rackham
One of the most crucial skills for salespeople to master is the art of listening. In the world of sales, where talking and persuasion are often seen as key components of success, the ability to listen effectively is frequently overlooked. However, research has shown that successful salespeople actually spend more time listening than talking during sales interactions. This is because listening allows salespeople to understand their customers' needs, concerns, and preferences, which in turn enables them to tailor their sales pitch more effectively. When salespeople prioritize listening over talking, they are able to build stronger relationships with their customers. By actively listening to what their customers are saying, salespeople demonstrate that they value their opinions and are genuinely interested in helping them find the best solution to their problems. This builds trust and rapport, making customers more likely to engage w...
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