Question

How can the practice of listening more than talking benefit a salesperson during a meeting?

Listening more than talking during a sales meeting can benefit a salesperson in several ways. Firstly, it allows the salesperson to understand the client's needs, concerns, and objections better. This understanding can then be used to tailor the sales pitch or product offering to the client's specific needs, thereby increasing the chances of making a sale. Secondly, it makes the client feel valued and heard, which can help build trust and rapport. Lastly, it can provide the salesperson with valuable insights about the client's business or industry, which can be used to add value during the sales process.

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If you get an in-person meeting, own the agenda so that you can own the sales process as well. A couple of tactical tips include ditching the projector in favor of a pad and pen. Treating the meeting like a dialogue rather than a presentation will work in your favor. On that note, be sure to listen much more than you talk. Consider sitting on the same side of the table as the prospect to dial down the formality as well. The core parts of your agenda will be delivering your sales story in three minutes or less, asking probing questions to understand fit and identify any specific roadblocks, and doing the actual selling.

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