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Selling is all about listening, understanding, and THEN explaining. Too many sales professionals haven’t learned the art of listening and try to shortcut the process. When you don't listen properly to your customer, you can’t know their problems which means you can't sell your solution.

In this episode, we explore ways to actively listen to your clients and only then explore the steps of how to TELL them how you can help solve their problem.

We call this the 3 T's of Communication:

• Tell them what you are going to tell them
• Tell them
• Tell them what you told them

The two assumptions that we make in this episode are:

1. Before you "Tell them" anything, you actually listened to ensure a complete understanding of their issues (which leads to the right solution).
2. A lot of fact-finding is done before "Tell Them"  conversation. There is a massive amount of pre-appointment work prior to the "sale". Listening must be the most prominent activity throughout the whole process.

Mike and Scott share their thoughts on the 3 T's of Communication and discuss this foundational element of sales today.

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Scott Schlofman
Mike Williams - Cell 801-635-7773

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