From the course: Selling into Industries: Telecommunications
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Listening
- The goal of listening is to increase understanding, understanding of your customers, your competitors and the marketplace and your customers can give you more insight and perspective than what makes it onto polished company blogs and highly curated marketing articles. To listen well, speak as little as possible. The more you remain silent, the more the person or people you are talking with can speak. The more they speak, the more you learn. For example, I was calling on the CEO of a large telco based in Washington D.C. I was there to discuss a new customer relationship management system, a CRM but in the course of the conversation, she began to share her plans for exiting the organization. She said she needed to develop the next level leaders. She wanted her legacy to be one of leadership development and a smooth transition. This was huge for me not only in being able to sell the CRM since I was able to tie it to her legacy and her wish for leadership development but I was also able…
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