by Jeffrey Moses
“There are two types of salespersons: those who talk, and those who listen. Almost every successful salesperson falls into the second category. Customers today have no time for listening to monologues or canned sales pitches about the benefits of purchasing products or services. Instead, they seek solutions to problems they may have — and they realize that a salesperson can’t understand these problems unless a two-way conversation takes place. ”
– I can’t tell you the number of times that salespeople have told me all about their company. Quess what? I don’t care! I only care if your product or service will suit my need. If it does then I want some references and maybe an idea about the soundness of your company. Until then I really don’t care. -ed.