Sales Training in Action: Want Trust? Then You Need to Listen

In the world of professional services, sales success is rarely about demonstrating more expertise in your field than the next person. Instead, it’s all about the questions you ask and the listening you do. A few months after receiving a sales training program...

Want Customers’ Trust? Then Shut Up and Listen

If you want to forge a long-term relationship with a client, what is the most important skill you can have? If you say something like “deep expertise in my field,” I disagree. The way to build the trust that leads to lasting relationships is to truly...