A key insight that has been repeated throughout the class is the negative impacts of the prospect spending time listening instead of talking. We know that the 70/30 is key when going through a sales pitch, when we think about it logically it makes perfect sense. On a sales call, we should only provide information that the client cares about. It doesn’t matter what we know, it doesn’t matter what we think is important, all that matters is meeting the needs of the client. But the client may not come right out and say what matters to them because most people tend to keep their guard up. It’s so important to ask the right questions that get at the heart of what the prospect needs. Getting them in control of the conversation is what will lead to more successful selling.
BoweryJE22