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Look up, and risk really communicate with customers

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Published on Jun 11, 2014

My daughter shared this emotionally powerful video with me, and it made me reflect on how we as salespeople waste so much time in sales cycles, because we're so busy posturing with everyone that we don't really communicate with anyone.

This video made me realize that if we really want communicate with customers, we need to look up from our fears and risk being vulnerable.

Sure we know it's all about the customer, but because we're so afraid of not making the sale, we can only think about our own survival. We know we should have a business conversation, but we are so afraid of drowning in a sea of uncertainly that we cling to our power point product presentation, because that's what we know. We know we should really listen to the customer and trust when they finish speaking that we'll know what to say. But instead, we only listen in order to make our next point so that we can advance the sale towards a close.

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