80-20 Rule for Listening and Talking

80-20 Rule for Listening and Talking

Most salespeople talk too much during customer meetings. They spend the majority of their time talking about their company and product versus asking the right questions and listening. As a general rule, customers should do 80% of the talking and 20% of the listening. Said another way, sellers should do 80% of the listening and 20% of the talking. During a 30-minute meeting then, the customer should talk for 24-minutes and the seller should talk for 6-minutes. Remember, how much (or little) sellers talk during meetings directly correlates to how much business they close.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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