Here’s a novel concept: let’s listen to our buyers!
From the day we contemplated joining the sales profession right down to today, our Managers, Directors and VP’s have always emphasized the importance of listening. “Get to know your buyers”, we’ve heard. And “Know their likes and dislikes” and even “get to know them personally”.
And how about these catchy phrases?
“Listen more. Talk less.” Or how about “You’ve got 2 ears and 1 mouth. Listen twice as much as you speak.”?