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Is Listening the Best Strategy

My client asked me to sit in on a sales call. Five minutes into the meeting I watched the sales person lose the opportunity. Guess Why.

How many sales have you lost because you just talked too much?

How many people have you turned off because you talked too much?

The Golden Rule: If you want to engage people it is better to be interested than to be interesting?

The Golden Rule: If you are interested in hearing what you have to say you may be with a group of

people and still be alone.

Check out this Harvard Business Review written by Mark Goulston, M.D., F.A.P.A.

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