“The best salespeople listen twice as much as they speak.” – Hormozi
And it’s not only being silent, it’s how you listen.
If you have ever played PACman, you may have an easier time of this. It’ll help you remember the PAC method by Matt Essam.
P for Present.
A for (No)-Agenda.
C for Curious.
Present is a reminder to focus on what the other person is saying, not the voice in your own head.
(No)-Agenda is a reminder to not try to convince them of anything.
Curious is a reminder to be genuinely curious about the person you’re talking to.
Present, No Agenda, Curious (PAC).
Next time you get on a call with a prospect, think of PACman.
Josh