Why Listening and Learning is Key for Closing Deals

<p>There is a triple-win when asking good questions. A person’s pleasure center in the brain lights up when people offer self-disclosing information.</p> <p>You learn your prospect’s priorities in their words. This would be impossible if you didn’t begin by listening to them talk.</p> <p>Sharing self-disclosed information is highly correlated to likeability. Asking great questions gives the other person more opportunity to talk.</p> <p>Great questions could look like: “If you could wave a magic wand and change your organization, what kinds of changes would happen?,” ”If one of your metrics could meaningfully move, which would it be?,” or ”If you could have a broken process fixed, what would the outcome look like?”</p> <p>Well-designed questions give the other person the opportunity to share something that only they know.</p> <p>With the bulk of your conversations, your prospect or client should be doing most of the talking.</p> <p> </p> <p> </p> <p>Mentioned in this Episode:</p> <p><a href="https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3361411/" target="_blank" rel= "noopener">ncbi.nlm.nih.gov/pmc/articles/PMC3361411/</a></p> <p>The Snowball System by Mo Bunnell - <a href= "https://www.amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609" target="_blank" rel= "noopener">amazon.com/Snowball-System-Business-Clients-Raving/dp/1610399609</a></p>