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Less talking, more listening: the more time you spend listening to the customer, the less time you'll spend closing the sale.(Strictly for Sales)

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From: Industrial Distribution
Date: 20040201
Author:Reilly, Tom

RUDYARD KIPLING WROTE,

I keep six honest-serving men (They taught me all I knew); Their names are What and Why and When And How and Where and Who

Though he wasn't necessarily writing for salespeople, sellers would do well to pay attention to Kipling's words. Probing and listening are fundamental selling skills.

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In my book, Value Added Selling, the chapter entitled "The Needs Analysis" is the longest section on selling skills in the entire book. It is twice as long as the chapter on closing. That's because there is an inverse time ...

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Less talking, more listening: the more time you spend listening to the customer, the less time you'll spend closing the sale.(Strictly for Sales)

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