Listen Up

An oldie but a goodie…enjoy

Jason B. Douglas

To earn your customers you must listen to them.  Market research states the best sales rep speak only 30% of the time but listen 70%.  This is only possible through good questioning, probing, and keeping quiet while you give your customer time to respond.  How much talking are you doing in your customer interactions? Listening  helps you solve problems your customers care about.  One story is when I was selling copiers to a large graphic arts firm.  The rep demoed their product and positioned it against mine on how it could  print on 12×18 paper.  They printed color on big sheets of paper to prove they could print on some of the largest format.  However, this was never a requirement for the customer.  I focused on the customer  to listen to and understand their needs.  Guess What?  I got the deal. Most of us have been educated in reading, writing…

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About Jason B Douglas

I am a results driven sales professional helping others elevate their sales.
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