CHAPTER 13Strategic Listening

A BUYER REVEALS HIS DECISION-MAKING STRATEGIES. The man walking me into his office was quite fascinated by what I was selling. Our company offered a digital alternative to on-site college recruitment interviews. For about $5,000 a month, his firm could eliminate sending recruiters off to schools around the country.

Problems solved? Cutting quite a few jobs and several hundred thousand dollars in expenses.

Benefits attained? Quicker access to hot hires, and a brand-new digital solution that could position him in the role of a true hero inside the organization.

This senior human resources executive shook my hand and gestured to a chair. I smiled, sat down, and asked, “So, how did you decide to invite me in to meet ...

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