The advanced art of listening more and talking less helps sales reps hear and understand the prospect’s needs, allowing them to calmly start setting buying hooks. Print salespeople that do this well establish themselves as consultants who just might be able to craft a solution perfectly tailored to the unique needs of their prospect’s organization.
The reality is that you are only as good as the last job you shipped in. You need to continually prove yourself to your client. Back at the plant, your CSR is yearning for some recognition. The production team would like to see some humility. And the boss wants to remind you that part of your job is to generate new business.