Filed Under:Your Practice, Sales Marketing

Listen

Image: renjith krishnan / FreeDigitalPhotos.net

Image: renjith krishnan / FreeDigitalPhotos.net

Do you listen?  Really, do you work at it?  A fellow I partnered with for a time about five years ago asked me why customers usually bought from me at the first meeting.  He simply didn’t understand this: I listened.  

Listening pays big dividends.  What I did, basically, was listen to what his customers — the folks he brought in for our partnership effort — wanted to accomplish.   Then I set about figuring out the best way to do what the customer wanted.  Sometimes I would suggest two or three ways (never more than three) and then lean back and listen to the prospective customer’s thoughts. 

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Nichole Morford

Nichole Morford
Managing Editor

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