We can’t help grow what we don’t know. Don’t assume. Don’t guess.
There’s an art to two-way dialogue. Conversation discipline is key.
The better the question, the better the answer.
The less we talk, the more we learn.
Embracing the adage, “People don’t care how much you know until they know how much you care” is what sets great salespeople apart from the not so great.
As sales professionals, when it’s our turn to talk, make it count. Whatever we recommend or propose should be in direct response to what the client said they want or need to have happen.
Securing important, unique information is one thing. Knowing what to do with it is something else. Don’t ask a question if you don’t know what to do with the answer.
Clients are protective of their time, for good reason. Don’t waste it.
We live in a story economy. Everyone has one, but is it the one they want?
We each own our decisions and actions. Choose well.
When choosing who to trust with your aspirations, goals, culture and resources, we think it’s important to know what makes people tick.