Do what every customer wants their salesperson to do

Every customer or prospect you meet feels the same way about you when you call on them.  “Hear me now.  Sell me later”.  As salespeople, we struggle with this concept.  We get pressured by our customers to speed up the sales call.  Customers might ask us to, “Let’s cut to the chase!  What are you selling today?”  This shortening of the sales call leaves out the most important part:  high-value questions in the discovery phase of the sale. 

However, everyone in the world is seeking to be understood. 

Listen in as we go over the easiest and fastest way to get customers to hear you. Listen first, then sell. A throwback to SNL’s Hanz and Franz from 1987!