2Bobs—with David C. Baker and Blair Enns Just Stop Talking
13 snips
Apr 10, 2024 Exploring how salespeople dominate conversations, the pitfalls of talking too much, strategies for letting the client lead, using marketing to improve sales efficiency, enhancing communication skills, improving listening skills, and gamifying sales conversations for better outcomes.
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Talking Too Much Is A Hidden Sales Crisis
- Salespeople commonly talk too much and underestimate how deeply it harms outcomes.
- Blair says the problem is pervasive and more consequential than many realize.
Recorded Sales Calls Feel Dehumanizing
- David described receiving automated recorded sales calls that pretend to listen.
- The experience made him furious because he felt ignored and dehumanized.
The Sales Checklist Kills Listening
- Sellers enter calls with a fixed checklist of things they feel must be communicated.
- That script-like behavior signals they're not listening and repeats across most sales calls.