How To Listen For What Your Prospects Are NOT Saying! | Zach Bradshaw - 1833
Most sellers take the time to master their pitching or objection handling skills. However, do you ever stop to take the time to master your active listening skills? Join me in this episode with my guest, Zach Bradshaw, President of Business Development at Brightkey, as we deep dive into the nuances of active listening in sales. Introduction: Meet Zach Bradshaw Zach is the Vice President of Business Development at Brightkey, a company that specializes in providing managed services to businesses. His success stems from the many failures and obstacles he faced throughout his professional journey. Overcoming rejected proposals and poor approaches has allowed him to hone his ability to listen to clients. Now, he guides his team to approach client interactions without preconceived notions and to focus on genuinely understanding clients' problems in order to address them. The Power of Listening in Sales Recently, I conducted a LinkedIn poll and discovered that one of the most important sales skills is active listening. However, this doesn’t just involve using your ears to understand consumers' pain points. Zach shares that a seller must also take the time to understand the unsaid and read between the lines, which is a crucial aspect of active listening. Preparing for Effective Sales Conversations Always prepare yourself before engaging in sales meetings. Zach advises sales reps to conduct comprehensive research on their prospects to gain a deep understanding of their businesses. Analyzing CRM data and reviewing past interactions allows you to anticipate potential challenges and tailor your marketing approach accordingly. This preparation sets the stage for a more meaningful and productive dialogue with potential clients. The Role of Team Collaboration and Continuous Learning