About the Summary

Editor’s Note: By encouraging salespeople to shift their mindset from “selling” to “helping,” this book highlights the nobility of the sales profession and fosters deeper customer relationships.

 

Traditional selling methods don’t work anymore. Over the decades, sales professionals have been indoctrinated with manipulative, aggressive techniques. Now, they are struggling to reach the ever-increasing sales quotas imposed by their employers. The book Listen to Sell: How Your Mindset, Skillset, and Human Connections Unlock Sales Performance by Mike Esterday and Derek Roberts comes at the right time to solve this crisis situations. The authors, versed in sales and coaching salespeople, have understood what it takes to close a sale: putting the client’s best interests at the heart of the entire process.

In this Executive Book Summary®:

  • Advocate for customer-focused, integrity-driven selling.
  • Understand customer needs through authentic listening, trust-building, and purposeful conversations.
  • Learn the importance of mindset, skillset, and emotional intelligence.
  • Comprehend the role of meaningful customer engagement.
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