Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

GOOD SELLING IS GOOD LISTENING

Listen with your eyes and ears: this is the most fundamental secret to selling.

Once on my way home from Vancouver, I had to buy a last-minute souvenir and, of course, forgot to buy it before I got to the airport. I knew I wasn’t going to be paying a reasonable price. I found the item I wanted to purchase, and a kind lady was cashing me out. She spoke broken English, but I was patient and friendly.

She asked me, “Where are you going, and how did you get here?” I was confused about the question; after all, I had already ...