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In a sales situation, there’s a time for talking, but not until you listen first. This is what a typical sales call may demand: – First 40% of the time – ask questions and listen, and ask follow-up and clarification questions and listen more. – Next 40% of the time – speak passionately, give information and transfer enthusiasm. – Last 20% – ask questions and listen. Are you and your people doing it something like this? Are you sure?

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