What Customers Want From Your Sales Meeting: Dialogue (Part 2 of 2)
The greatest opportunity presented by a face-to-face meeting with your customer is engaging in meaningful dialogue. A dialogue is a two-way conversation that gives you the ability to ask insightful questions and draw out your customer needs. Despite the basic nature of this interpersonal interaction, it's amazing how many business development representatives monopolize the conversation, fail to listen, and focus on covering every feature and benefit of their products or services, leaving their customers to make the leap and connect these benefits to their own needs. It doesn't have to be this way!