Clip: Listening and Taking Immediate Action

Clip from Episode 37: Dayna Leaman, Senior Account Manager at Wiley – Building a Sales Career:

Instead of taking so many copious notes I’ve learned over the years that really listening and figuring out what is the what are the action items I need to do to get this business to close this to get them closer to yes. And so I think that as soon as you can jump on any excitement or frankly any fear or any lack of commitment on their part that I can change I will do it. And I think a lot of sales professionals really miss out on immediate action. And so during that time I’m really organized because I take notes and with my like to do notebook I actually still take notes on paper and a small notebook. And I also use the recording device on my iPhone and I’ll be walking across campus and just generally using like a dictation device. Speaking out notes of things that I felt about how the conversation went and how I need to respond. Who do I need to get involved. What is my team for success. That’s my question every time I leave. What’s my team of success that I need to create to close this. So in that 5 to 8 span I’m…

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