Lesson: Don’t contribute to the conversation like a technical expert. Act as a psychologist. Ask questions and actively listen. Its not about you.
I do a bad job listening to people talk. I get anxious and I feel like I have to prove myself by demonstrating how much of an expert I am. Its a tough habit to break (its a family trait I’m afraid).
Sales Communication feels to me much more like being a psychologist. Ask questions that show you want to hear bout their problems, and that their problems are the most important thing to you. Active listening. Empathy, Clarity and conciseness (ughh I ramble so much). Authenticity. Building rapport. All things I need to focus on.
So What Now?
Well, next customer meeting I have, I’m going to try and focus on the customer problem. Thats It. I’m not going to present my product. I’m not going to offer solutions straight away. I’m going to listen and ask questions. Then, I might offer a step forward. Something to collaborate on. Not a fully formed solution.
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