Tagged With "Listen"

By David Thorne, Director of Channel Management, Print Audit “How are you doing, <insert your own name hear>?” Yes, I know, I misspelled here. So glad that you picked up on that because being perceptive, being prepared, and listening are keys to success in life and in business. We were given 2 ears and 1 mouth for a reason: Listening is really, really important. My role at Print Audit is in Sales but I, like you, am also frequently a potential customer. What am I listening for when you...

Five Critically Important Pieces of Advice You Can Take to the Bank! The next time you’re on a sales-call make sure you use one or more of the following Listening & Sales Mastery Tactics: Be mindful of the other person’s body language and observe it carefully. Is it congruent with what they’re saying? If not, beware! Make sure you ask appropriate and timely clarifying questions before you move on to the next topic! When the other person pauses and searches for a word…don’t offer one!

If you’ve read enough of our articles, or lots of other articles about sales , then you know that listening to your customers is one of the most important skills that a salesperson can have. Listening allows the prospect to talk about their needs and reveal a path to win their business. But listening doesn’t come easy for everyone, and getting the customer to open up and talk can itself be a challenge. Here some tips to help customers open up and start talking, and to help you listen and...

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. And if they can’t demonstrate expertise, it becomes all the more difficult to establish credibility and eventually build trust. Without credibility and trust, a salesperson will likely lose the interest of their prospect ... or worse, never really...

While it's on my mind, because in a few days I forget how I was able to add some in-site with a rep today. We met (virtual appointment) with an existing account. I was called in since I'm the resident guru of wide format. The client was looking to replace a very old HP plotter because they see the writing on the wall. In addition, days with out a plotter will put the entire company at a standstill. Yes, prints still that important in their workflow. Can you image having 20 year old print...