Discovery
Active listening
Let buyers talk, ask follow-ups and play back what you heard.
See it
Don't
- Jumps to a pitch before understanding
- Assumes what 'mess' means
Do
Rep: A mess how? Walk me through what happens at month-end right now.
Why it matters
Great discovery digs into the buyer's words before pitching. Ask follow-up questions and let them talk.
How to apply it
- Ask 'what do you mean by...?'
- Summarise and confirm
- Take notes in their words
Common mistakes
- Pitching at the first pain mention
- Interrupting
Quick answers
What is Active listening?
Let buyers talk, ask follow-ups and play back what you heard. Great discovery digs into the buyer's words before pitching. Ask follow-up questions and let them talk.
How do I apply Active listening in sales?
Ask 'what do you mean by...?'. Summarise and confirm. Take notes in their words.
What are common mistakes with Active listening?
Pitching at the first pain mention. Interrupting.