The chart below from HBR shows successful sales is all about the opening, about the getting to know your prospects and customers. The sharper and the more generous you are at the beginning, the easier it is to close.
The chart shows that most sales people spend too much time talking about their product’s features and advantages, and not enough time listening to the client’s needs. The chart also shows we still think selling is all about talking.
Couldn’t be more wrong. The excitement and energy about your product’s features will only get you so far.
What do you think? Any questions? Please reply in the comment box, below.