Mike Smart's Blog - Posts Tagged "entrepreneurship"
Book Extract - On A Sales Call
BOOK EXTRACT:
Listening And Learning
If you are talking you are not listening. There’s a time to speak, and there’s a time to hold one’s peace and listen to what’s being said. There is a real art to listening: it’s called keeping your mouth shut. It never ceases to amaze me how difficult people find this to do. I’ve been on any number of sales calls with senior, or more junior sales resources, who just can’t stop themselves. And yes, even I've managed to fall into the trap of liking to hear the sound of my own voice, more than that of the person I’m trying to build a relationship with..
In social networks, those people who talk a lot and never listen, are typically referred to as “bores” in the commercial world; they are frequently called “unemployed”.On A Sales Call
Listening And Learning
If you are talking you are not listening. There’s a time to speak, and there’s a time to hold one’s peace and listen to what’s being said. There is a real art to listening: it’s called keeping your mouth shut. It never ceases to amaze me how difficult people find this to do. I’ve been on any number of sales calls with senior, or more junior sales resources, who just can’t stop themselves. And yes, even I've managed to fall into the trap of liking to hear the sound of my own voice, more than that of the person I’m trying to build a relationship with..
In social networks, those people who talk a lot and never listen, are typically referred to as “bores” in the commercial world; they are frequently called “unemployed”.On A Sales Call
