I’ve talked a lot about storytelling as a key to inside sales success over the years. Park Howell’s ABT framework is straight forward in it’s thinking – while still requiring insight and practice to master conversationally. You know connecting with…
LISTEN – SHARE – ASK Why is sharing part 3 if it’s in the middle of the diagram? Conversational Engineering for sales = taking the time to create space – moments – an environment that encourages prospects and customers to…
The most important way to have better conversations is to LISTEN & ask BETTER QUESTIONS. I talk with salespeople about the idea of Conversational Engineering all of the time. My definition for sales is taking the time to create space…
START listening to people, instead of listening for what you want to hear! I talk with salespeople about the idea of Conversational Engineering all of the time. My definition for sales is taking the time to create space – moments…