William Ury explores why listening

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But when a salesperson demonstrates that they did their homework and invested time to research us, our company, and craft a highly contextual and relevant outreach message, we actually feel slightly indebted to them. And while your investment may not land you with an immediate sale, at a minimum you’ll get a response and have a much better sense of how to navigate the deal. 2. Listen As I discuss in, Sell The Way You Buy, listening is arguably THE most important factor when it comes to success in modern selling.



In his popular TedX talk, The Power of Listening, Getting lebanon cell phone number list to Yes author, is so powerful as it relates to the power of reciprocity. When we listen to people and demonstrate an interest in their content and consideration of their feelings, it makes it more likely that they’ll want to listen to us. It also demonstrates empathy towards the other person. It’s not surprising that in a recent Salesforce State of Sales Report when salespeople were asked to list factors that they felt had an extreme or substantial impact on converting a prospect to a customer, listening topped the list.



3. Share Helpful Resources Helping your customers deepen their knowledge of their industry, role, or business problem is one of the most powerful acts of reciprocity you can perform. So instead of hitting up your prospects with the all-too-familiar “Just checking in…” or “Do you have 15 minutes?” message, send them an article, white paper, or even a book that’s relevant to their business, a challenge they’re likely experiencing, or a recent conversation you had with them.