CRAG112

Account Executive

True or false- listen more than talk — explain why

Seriously. Talk less listen more. I don’t know. I don’t think I ever followed it or paid it any attention.

it’s my job to tell you why you should buy. Tell you about the industry. Tell you what’s going on within it. Be educational and knowledgeable. If I don’t open my mouth and speak, you’ll never learn anything, and you’ll buy from Billie-Jean your gardener that just learned how to use an API, and has now built a self mowing lawnmower — and you live in the city…..

so real talk everyone. Do you really listen 80 percent of the time and talk the rest?

🔎 Prospecting

👑 Sales Strategy

👥 Social Selling

16 comments

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Sunbunny31

Politicker

Sr Sales Executive 🐰

The reason for listening more is so that what you say has relevance to your buyer.

CuriousFox

WR Officer

🦊

I'm not listening to someone talk about themselves. If I feel a filibuster my ass is OUT

oldcloser

Arsonist

💀

All depends on what we’re selling don’t it. Ask the late great Ron Popeil. Not much disco required on the pocket fisherman. Software? Yeah- balanced dialogue helps.

braintank

Politicker

Enterprise Account Executive

I'd like to compete with you ;)

Kosta_Konfucius

Politicker

Sales Rep

I definitely don’t listen 80% of the time

Just heard the tip of sipping on water after the client gets done talking. Gives you time to think and gives them chance to share more

Pachacuti

Politicker

They call me Daddy, Sales Daddy

It all depends on what is being said

Maximas

Tycoon

Senior Sales Executive

50/50 sounds reasonable to me. The first half for me to pitch and the second half for them to ask!

HVACexpert

Politicker

sales engineer

It’s a saying to help people remind themselves to not throw up their pitch all over the customer. Be patient, ask questions, and LISTEN to what they’re saying. Is it 80% of the time? Probably not, but it’s an important part of being a sales person.

Justatitle

Big Shot

Account Executive

Depends on the call, if it is an initial disco then 100% I like them talking more, in a demo it's really hard to not be speaking more because there's usually quite a bit to explain.

ChumpChange

Politicker

Channel Manager

I usually do a 60/40 listen-to-speaking split. I find it to be more conversational instead of one side testifying to the other.

Wellss

Tycoon

Channel sales

According to my Gong insights - No lol like you said, it's our job to tell you why you should buy the product and how it can help. Yes I do make sure to give the prospect more than enough time to explain their company, use case, and needs, but then it typically does take longer for me to respond to all that

CPTAmerica

Opinionated

President/CRO

Learn the skill and it will change the game. The tough part is most aren’t taught how to actually put this into practice.

I assure you it’s real, and the absolute best in the game have mastered it.

It’s the difference between a PGA pro and a weekend hacker. Less is more.

Why it works; people buy for their reasons not yours.

Fenderbaum

Politicker

Retired Choirboy🪕

Pitch your product but don't read me the entire instruction manual.

goose

Politicker

Sales Executive

If you are asking questions that inspire thinking and talking then you will find yourself talking less. It’s natural. But if you keep asking questions then your prospect will feel interrogated. It’s a fine line.

Head of Growth

The key is to enable valuable listening with strategic questions. Not to worry about a specific ratio of talking/listening. Asking/probing/learning about all the fuel you need to light your sales fire when the time is right.

CRAG112

Valued Contributor

Account Executive

Sounds like the consensus is 50/50. Did I hear that right?

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CRAG112

True or false- listen more than talk — explain why

16 comments

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