There is nothing sweeter than our own voice – which is why 90% of sales people engage on monologues with their customers. I have been witnessing a lot of them lately. What is required is a dialogue – ‘Dia’ means free flow and ‘logos’ means meaning – therefore, a free flow of meaning within the conversation. In fact, the art of the sales conversation is to sequence and balance it – the first 80% with the focus on the customer and the final 20% focused on the salesperson.

How is your Sales dialogue making your customer smarter?