DO YOU TALK TOO MUCH?
“Get your clients/customers talking at least 60% of the time.”
According to a Closers Group survey on Client Retention, over 36% of respondents recognized that their long term relationships were cancelled due to the lack of communication – YES 36%!! The two most common reasons were
“we don’t hear from them” and
“they don’t listen to us.”
Getting your clients/customers talking at least 60% of the time is important in relationship building efforts. What better opportunity will you have to understand their needs, and then being to react to them?
THE ART OF LISTENING SHOULD PERMEATE SALES TRAINING.
This “art” should be a part of every marketing plan and be a strategy to use during every concerted business development opportunity.
FOOD FOR THOUGHT
- Do you know who the decision- maker is at the client or prospect? ____________________________
- What have you done lately to build each relationship? _________________________________________
- Do you know their pain? ____________________________
Read “Six Laws of Exceptional Leadership”
