Be swift to hear; slow to speak… – James 1:19
It’s not about me; it’s about the prospect. The prospect will respond because what I have to offer meets his needs or wants. That good salesman begins to close his sale with his mouth closed. He listens carefully while the prospect tells him why he needs what the salesman has to offer. We must listen with genuine concern.
Ultimate success with someone is going to come from a relationship being built. That begins with an initial contact; and, the most successful relationships are built from a listen-response basis. Talk less; listen more.