Connection: High Achievers Actively Listen

Listening is where the action is when it comes to selling anything.  You have to ask the questions and then “shut up” and listen.  This was a technique that was taught to us by various managers in the pharmaceutical industry.  You give your customers the opportunity to share their insights into their needs.  It is an ideal opportunity to provide value to them and to ensure that they see you differently than your competition because by listening to them you put them above your need to sell them anything.  

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