I enjoyed spending time with the Mackay Restuarants team this week – representing some of the finest restaurants in the Northwest. We were swapping stories about how certain sales people calling on us have missed out on opportunities because they didn’t listen to hear what was really unsaid; and in some cases we had stories of people who just plain didn’t listen. When it was time to follow up, they missed the boat, because they didn’t know what it was they were supposed to be following up on.
We are often so busy spewing out product features that we don’t stop to see why the prospective customer seems to be squirming or disconnected.
To kick off Day 1 of our sales fundamentals – you gotta put communication skills at the base of anyone’s foundation for success. Read what Steve Adubato has to say about listening skills and sales professionals.
This school will not be complete without YOUR interaction. Send me YOUR thoughts and best practices when it comes to improving your communications skills – either post a comment or email me.