Does listening help sales?
Does listening help sales? — what studies show, and what they don't.
The research
Ramsey and Sohi (1997, JAMS) find perceived listening raises trust and future purchase intentions.
The limit
Intentions, not actual purchases. (our executive and employee training programmes)
Practical check in Lausanne
End each meeting by restating the client's main need and checking it. To go further: explore the High-Value Selling training in Lausanne, or browse our executive and employee training programmes in Switzerland.
In pictures: High-Value Selling in Lausanne
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