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Brilliant Selling, 2nd Edition by Jeremy Cassell, Tom Bird

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Chapter 13: Listening and learning

So, honestly, how good are you at listening? It is almost a cliché that listening is a core sales skill, and yet it is surprising how often salespeople are not focused primarily on listening when they sell. Time and again research suggests that those who really listen tend to be more successful in developing long-term relationships (in selling and life in general!).

‘The reason why God gave us two ears and one mouth is so that we may listen more and talk less.’

– Diogenes, Greek philosopher

exercise

The following list contains some of the common ...

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