Make sure you listen!Geoff Foster
Many salespeople underestimate the importance of listening on a sales call.
Your talking-to-listening ratio should be – at most – 70/30. However, for too many, it’s closer to 90/10 as they push the sale and forget to listen.
Especially the first time you talk to a prospect, you should be asking many questions and learning about their business and specific pain points. You don’t truly know if their business would be a fit for the product you’re offering until you learn more about them.
This requires not just listening, but active listening – asking intelligent and insightful questions to show you fully understand their business problems.