listening and asking questions
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How Driving Down the Highway Will Help You Close More Sales
- January 22, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If there is one thing that most salespeople are guilty of, it is voluntarily ending the conversation with more unanswered questions than answered questions. It doesn’t need to be that way either!
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Two Keys for Successful Sales Presentations
- October 30, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I frequently write about taking a consultative approach, and listening and asking questions are the keys to successful sales presentations.
While watching game 2 of the 2023 World Series, it occurred to me that I still remember and can name every member of the 1967 Boston Red Sox, but I can’t do the same for the 2023 Red Sox. Could the difference be that the ’67 team went to to the World Series while last year’s team finished last in the American League East? It could also be that I was an impressionable 12 year-old that didn’t miss a single pitch that season, while this year’s team wasn’t worth watching. Could it be my short-term memory? Maybe it’s time to start taking Prevagen!
The point is that while I am fascinated by this insight, there is no chance that you care about this unless you relate to it. It’s simply not important to most of you.
Why is it so important for me to make you aware of a statement that is important to me but not important to you?
Salespeople must differentiate between what is important to their prospects and customers, versus what is important only to them.