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Shut-up And Listen

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The most frustrating thing I see nowadays with salespeople is what I call feature pitching. They get
 

Outside Sales Round Up

May 23 · Issue #32 · View online
The ultimate newsletter for outside sales professionals.

The most frustrating thing I see nowadays with salespeople is what I call feature pitching. They get in front of a potential customer and just list off all the things their product can do. They talk and talk about how incredible it is without ever stopping to ask a single question or build a relationship. This is the exact wrong approach. Yeah, you might have a great product, but who cares? Doesn’t matter how great it is if it doesn’t fulfill the customer’s needs and fix pain points. It’s time to get back to customer-focused selling. It’s time to match up problems with solutions and engage with your customers at their level. It’s time to shut-up and listen.
Let’s roll,
Merrick, VP of Sales

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