Why Customers Want You To Listen Less: A New Approach To Sales | Lucidchart Blog
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We’re all familiar with the adage “knowledge is power,” but is it possible to know too much? According to sales research conducted by CEB, modern consumers are overwhelmed with so much product information that it actually inhibits the buying process.

Additionally, modern sales orgs commonly promote a model where buyers lead out during discussion and sales reps respond by listening. But when consumers are swallowed up in mountains of pamphlets, websites, reviews, and opinions from coworkers, data supports the use of a more direct, prescriptive approach and a little less listening.

To walk you through the research and a little expert advice, we’ve put CEB’s findings into a flowchart. Check it out!

prescriptive sales flowchart

Impressed by our flowchart skills?

Try making your own!

And if you’re hungry for more, check out the original HBR article or this nice summary from the LinkedIn Sales Blog.