Listen to VOC

"The focus group at Swissotel is getting bigger and meetings getting more frequent," Loong stated over a mug of hot choc.

Focus groups is a marketing jargon listening to the Voice of Customers (VOC)

You see, people by nature are not programmed to listen; we are programmed to talk. Listening is something that we in sales have to constantly remind ourselves to do.

For those of us who spend a great deal of our time up front, building relationships with the key players in a customer's organisation eventually bond our customers to us and lock out our competition.

The key, I have learned, to building relationships with these people is more listening.

left: David