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Social Selling - Listening - The most important skill

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Business buyers now carry out more than half of their decision making process
before they will contact a seller. This does not mean that sellers should wait for the
phone or the website contact form. Instead we should be where our customers
are so that we understand them and we, in turn, become familiar to them. This
way, when we do connect it will be warm rather than cold. We should be
listening for buying signals such as senior management changes, growth
and expansion and changes in strategic direction

Published in: Business
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