Show & Tell, Ask & Listen

By Mike Philie
In September 30, 2010

If you are selling, you are doing some type of show & tell almost everyday. Whether you’ve been doing this for a long time or just starting out your sales career make sure to balance your show & tell with a lot of ask & listen.

Work to show your audience how you’ve been able to make a difference and have a positive impact on a client’s project or business. Tell them that you’d like to determine if you could help them in a similar way, ask the questions that lead you down a path of discovery and listen to what they say and what they mean [there usually is a difference].

If your presentations have not been as effective as you’d like them to be and they leave your prospects confused and you frustrated it might be time to step back and review your sales plan. Go over the notes you took while on the call and determine if you have enough information to plan a positive go-forward strategy. If you were not asking enough good questions and listening, it’s probably difficult to identify your best next steps in the sale.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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