On Listening Mode
Two ears. One mouth.
They say you should listen at least twice as much as you talk.
And that saying rings true with new customers.
It's tempting to go in guns blazing with fresh ideas.
But do you truly understand the problem?
Do you know the history?
Do you understand the culture?
Do you learn anything by doing all the talking?
If you listen more and talk less, your customers will feel heard and understood when you deliver wins they care about.
Which leads to more wins for you.