Don’t Stop Listening

There is a big problem with having experience in a given field. You begin to make assumptions.  “I’ve heard it all before.”  “I’ve already encountered everything there is to experience.” “I know more what a prospect needs than they do.”  When sales professionals begin to think this way, they stop listening to the prospect.  They are just looking for a pause in the conversation so they can tell the prospect what they need to hear.  Such a perspective is a recipe for mediocrity in sales.  Every prospect has some nuance or differentiator that makes them unique.  The optimal salesperson listens thoroughly to the prospects, looking for every piece of information that will enable the delivery of a truly custom-tailored solution that will close sales and increase business.  Don’t stop listening because you think you are so smart.