Despite sales training by generations of traditional sales trainers who emphasize the importance of a good presentation, sales success requires listening, not telling. Think about it. It’s really the old Golden Rule at work. Do you really care how good somebody’s product is before you know that the salesperson has truly heard and understood your situation and your needs? You want a solution, not a product. Sales Success Requires Listening, Not Telling Rushing to Start Telling Your Story Can Cost You a Sale While some people are technology buffs and really care about specs (specifications),... (Read More ...)