Precision Listening

29th November 2016 |   Whitten & Roy Partnership

How to prepare, execute, and learn from a new way to listen

Precision Listening

Last issue, we shared with you our thinking around “The Art of Discovery” (International Journal of Sales Transformation, September 2016/Issue 2.3). We discussed a nearly universal problem faced by salespeople: that “selling” is equated with “pitching.” Day in and day out, it involves a process that includes: a) preparing one or more buying options for the customer, b) presenting these options in an engaging way, and c) persuading the customer to buy one of them.

Not only does this process consume significant time, talent and energy, it is the exact opposite of what great, professional selling is all about. It prepares and presents a solution before ensuring that the customer accurately identifies the problems they are trying to solve. Interestingly, this “selling style” is reinforced by a customer “buying style” that impulsively asks for – or, in the case of an RFP* or RFQ* – actually demands this approach.

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Founded in 2009, Whitten & Roy Partnership operates in 19 countries around the world. It helps leading global businesses and organisations in the developing world transform their sales results.

W Roy Whitten PhD is the company’s co-founder and director. A specialist in attitude and its role in human performance, he has personally coached and trained more than 100,000 people over 40 years. Co-founder and director Scott Roy is a specialist in the art of selling and sales management. He has built and run large sales organizations as well as cofounding a nationwide insurance company in the United States.

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