Fitness Friday at Sales Fitness
Quote of the Day
“Effective listeners remember that “words have no meaning – people have meaning.” The assignment of meaning to a term is an internal process; meaning comes from inside us. And although our experiences, knowledge and attitudes differ, we often misinterpret each other’s messages while under the illusion that a common understanding has been achieved.”
— Larry Barker
Thought of the Day
One of the most daunting things that I see as a sales coach is that selling professional that continues to talk and does not ask a question. One cannot determine the dominant buying motive or the prospective needs without asking provocative questions and listening for a response. The successful seller is always prepared not only with good questions but the ability to listen for the answer.
Fitness Friday Best Practice
Make a list of questions to bring with you to a prospective client. Ensure they provoke thought by focusing on objectives and measures of success. Also make certain they are short so that you can listen for a complete response.
©2009. Drew J. Stevens Ph.D. All rights reserved.
To receive Dr. Drew’s questions for better listening request his 25 questions of success at http://www.drewstevensconsulting.com/freestuff
RSS Feed
