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Why Do Salespeople Ask Too Little and Talk Too Much
Manage episode 376412211 series 3474709
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In this plainspoken episode, Dave and Dennis discuss why salespeople talk too much instead of listening. Dennis shares research showing humans get a dopamine rush from talking about themselves, which explains why sales folks ramble on. He emphasizes that active listening helps salespeople feel less afraid of questions. Dave describes how preparing just a few good questions as a journalist allowed him to listen better and ask better follow-ups. Dennis introduces his "chain of questions" technique for listening effectively. They agree that controlling the conversation less while listening more leads to sales success. Tune in for their down-to-earth tips on improving your sales skills by being a better listener and letting the customer talk.
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