How do you listen?

Having worked both sales and procurement Graham is able to help answer this question.

He explains how the reponses to this rarely go deep enough and that this is a reason that business is lost.

Listening is the number one skill rated by buyers that sellers should have, yet few really reach the levels required to make a difference.

This is why he now dedicates himself to help improve this ability.

He shares a simple yet powerful model to make more of the oppotunities that can be uncovered with true 'deep listening' (Sense - Interpret - Evaluate - Respond).

We also talk about the addiction to distractions and whether there are differences in the virtual environment.

What would a 20% improvement in listening mean to you?