MYTH #4 – CLIENTS WANT SELLERS TO DO MOST OF THE TALKING.Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule – keep them talking 60 percent of the time.
Myth #4: CLIENTS WANT SELLERS TO DO MOST OF THE TALKING
MYTH #4 - CLIENTS WANT SELLERS TO DO MOST OF THE TALKING. Keep your resume to yourself and let the potential client do the talking. Adopt the tried and true IBM 60/40 sales training rule - keep them talking 60 percent of the time. Spend the remaining 40percent of the time asking good questions based upon your research and talking strategy. Pay attention to your client/prospect's verbal cues and refine your pitch accordingly. In survey after survey…
By
Law.com Staff
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