hearing prospect voice

  • Why Only 27% of Salespeople Hear the Voice That Matters
    • March 12, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Salesperson hearing the prospect’s voice on a sales call – silencing distractions for better discovery

    Whose voice are you hearing when you’re on a sales call—yours, your coach’s, God’s… or your prospect’s? Most reps never hear the one that actually matters. Here’s why that’s killing their discovery, how the top 10% do it differently, and the simple move that turns you into the person who finally gets the buyer.

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