A few weeks ago I attended a business lunch. The format for the lunch was a panel discussing how to do business in Asia. Scott Frew, CEO of Distribution Central, was on the panel. In the media, Frew has been described as one of Sydney’s super-rich who flies under the radar.
1. Allow the customer to speak 70% (or more) of the total interaction time. To begin using this technique, at the end of an upcoming sales interaction, rate your listening versus speaking percentage. For example, 40% listening/60% speaking.