From the course: Advanced Business Development: Communication and Negotiation
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When to talk and when to listen
From the course: Advanced Business Development: Communication and Negotiation
When to talk and when to listen
- A big mistake a lot of business development reps make is talking too much and not letting the customer go through the process of self-discovery. It's natural, when you're excited, it's easy to keep talking and just look for the customer to say yes. But when you do all of the talking and your customer doesn't feel any level of choice or involvement, the default is to not be onboard. Let me tell you a fun story about the McCloud family. It was 2005 and we were all at this Christmas tree farm picking out the Christmas tree for the year. We were all supposed to agree on one, but my little sister Alex rejected every tree we found. We walked around for an hour, and finally my parents said, "Alright Alex, which tree do you think is good?" When she pointed to one, we all laughed because it was the one my dad was recommending all along, just from a different angle. And that stubborn little eight-year-old wanted to feel like she was the one who found the tree. And your customer wants to feel…
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