Shut Up and Sell
By Charles H. Green
Customers want your help--but they want your ear first.
The truism "people don't care what you know until they know that you care" is profoundly true. If you try move a conversation straight from "how 'bout them Saints" into your pitch, you're dead.
First, you have to do some serious listening
And I don't mean listening to identify needs. I mean the act of listening itself--not just waiting for data you may extract to justify the pitch you're waiting to deliver. Great listening is not about fixing customers' problems; it's about the respect the customer feels when you're paying attention to them.
The sad news is that the act of listening--an important part of any sale--is sorely lacking. The worse news is that this goes double for men
If you want to read all of this click here.
By Charles H. Green
Customers want your help--but they want your ear first.
The truism "people don't care what you know until they know that you care" is profoundly true. If you try move a conversation straight from "how 'bout them Saints" into your pitch, you're dead.
First, you have to do some serious listening
And I don't mean listening to identify needs. I mean the act of listening itself--not just waiting for data you may extract to justify the pitch you're waiting to deliver. Great listening is not about fixing customers' problems; it's about the respect the customer feels when you're paying attention to them.
The sad news is that the act of listening--an important part of any sale--is sorely lacking. The worse news is that this goes double for men
If you want to read all of this click here.
