Tom Burton explains four principles for sales calls: intend to serve, listen more than you pitch, and do discovery conversations before demos. His team often says no to demo requests until they understand what the client actually needs.
From the Entrepreneur Magazine or Entrepreneur.com and says, Walk into your next client meetings armed with these four guiding principles. And they talked about, you know, intending to serve, not sell a lot. About listening, waiting to be. When you're when you're having discussions with people and listening about what's going on in their business, they're likely to prompt you to talk about your business versus going in to talk about your business. It makes me think about how we've within our organization, we get requests all the time for people to do it. We just want to see a demo of your product, and we don't do that. Right. We do what we call discovery calls, which is where we can learn about what's going on at those companies, and they can learn about us as a company before we go dive into that.
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