It happened again – I was so excited in a conversation I wanted to TELL them everything!
I know better. It’s still hard!
When salespeople start talking, people stop listening.
INSTEAD ask a question as a jumping off point
get the prospect/customer talking.
THEN they ask us a question, that gives us the opportunity to ANSWER.
That is the key and the difference.
People listen to the ANSWERS they’ve asked questions about… not things the salesperson feels compelled to TELL them.
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