Nov 17, 2020
How well do you prepare to listen?
We know how important asking great questions is to uncovering business pain. However, having great questions will only get you so far, if you don’t know how to listen to the answers.
Patrick McLoughlin talks through the concept of active listening and the fundamentals elite sellers execute flawlessly. Skills like:
- How to prepare for the answers you’ll get from customers in a way that enables you to dig deeper or pivot decisively
- What you need to listen for if you want to map what you hear (negative consequences, before scenarios) to your solutions effectively
- How to follow up what you’ve uncovered to get your customer to feel heard & understood
Here are some additional resources on Active Listening