From the course: Selling to the C-Suite
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The power of listening
- Recently I sat in on one of our client's meeting with their C-Suite prospect. And I was merely there for observation and support. My client asked a couple of pretty good provocative questions that seemed to gain the genuine interest of their prospect. There was only one problem. They just kept asking more questions without actually hearing the answers their prospect had provided them. In fact, their next several questions were mostly answered in the previous comments by their prospect. How did they miss that? Like most sales professionals, they were under stress and worried about their own agenda. We must listen to everything in our C-Suite engagements. Both what's being said but also what isn't. This means observing what team members are doing, saying and feeling. I'm talking about the process of active listening. See active listening will help ensure that we're decoding the C-Suite messages correctly. Now here are three roadblocks that we tend to have as sales professionals when…
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