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Tim Frey argues that on sales calls prospects need to be heard: most of the call should be questions and listening so you can identify and solve their specific problems. If you spend too much time talking, you lose deals.
Tim Frey argues that on sales calls prospects need to be heard: most of the call should be questions and listening so you can identify and solve their specific problems. If you spend too much time talking, you lose deals.
No one wants to be talked at on a sales call. They want to be heard. They want you to understand them. They want to know that you are listening and that you are really hearing them and can solve their very specific problems. If your sales call goes for an hour, the first 40 minutes should be you asking questions and listening. The end of the call is where you get to speak. And so if you are not doing that sort of breakdown, you're getting it all wrong, and that is why no one is buying from you.
