Listening is a superpower

I recently answered a salesperson’s cold call.

His permission-based opener kept me interested.

While the product was intriguing, it sounded like something our company already used.

I agreed to a demo with the caveat that, most likely, this was a dead end.

On the demo day, I told the SDR more about the solution we already had.

We were off the phone in under five minutes.

The BDR let their excitement about having a conversation preempt their listening and understanding of my current situation.

Here’s the takeaway:
Before you book your next meeting, restate your understanding of the client’s needs.

If there’s a fit, terrific. Get it on the schedule.

If not, don’t waste time on yourself, your team, or the prospect.

Move on to find someone interested in your products.

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