The average salesperson who hasn’t worked to develop good listening skills is likely to understand and retain only about 50% of any conversation with a customer or prospect, and that’s IMMEDIATELY after the conversation – 48 hours later, average retention drops to less than 25%!

This means that a salesperson’s recall of a particular conversation, with a prospect or customer, that took place more than a couple of days ago, will almost always be incomplete and inaccurate.

At the conclusion of this course, participants will be able to:

• Understand the need to ask questions in a conversational and interactive manner.
• Understand the value of NOT talking.
• Develop the habit of consistently taking notes during customer meetings.
• Develop the ability to genuinely “tune in” to the customer, to understand and appreciate their perspective
• Understand how to look and listen for buying signals.
• Create a plan for advance preparation of questions.

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