If you’re going to lose a sale…

When I first started in sales, a wise coach once told me ‘Charles, if you’re going to lose a sale, I’d rather you lose a sale from being completely present and actively listening than from being elsewhere and actively talking. First, your listening skills improve. Second, you’ll know how to better cater to them in the future. Third, you’ll actually learn something.’ What were one of your wisest lessons? 

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