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One of the best-kept secrets I’ve learned in sales is that you want your customers to be talking 80% of the time, while the salesperson should only be talking 20% of the time.
Whether you’re an account executive, sales development rep, or business development or any type of B2B sales, the same rule still applies.
Some people might be confused when I say this.
After all, aren’t salespeople suppose to be the one talking?
Well, believe it or not, that’s far from the truth.
The best salespeople are the BEST LISTENERS.
And one of the best ways to get your prospects to listen to ask sales questions.
You see, no matter where you are in the sales process, whether it’s a strategy session, discovery call, or even when you’re closing a deal…
You should continuously be asking sales questions to gather as much information about your prospect.
This applies even if you’re doing phone sales or meeting your prospects in person.
You got to be able to empathize and understand your customers to get them to buy.
And of the best way to do this is to ask Intelligent Questions.
About Patrick Dang
Patrick Dang is an international sales trainer who started his career at Oracle in Silicon Valley and quickly became on the top performers in North America in just one year.
After gaining experience in both the enterprise and startup world, Patrick began sharing his knowledge of modern sales students around the globe.
Since then, Patrick has trained over 50,000 students across 150 countries on topics on how to start a career in sales, business development, lead generation using cold email and LinkedIn, cold calling, and sales skills.
Ultimately, Patrick’s vision is to inspire others to make a living from their passions and provide the knowledge and tools to make it a reality.
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