September 6, 2018 – Crummer Graduate School –

Dr. Mitchell Isert ’91 ’18 Executive DBA examines how important listening is to the long-term success of salespeople.  Years ago, while working in sales at Whirlpool Corporation, Dr. Mitchell Isert noticed something about his colleagues.  “Typically, salespeople are not thinking about listening and trust; they are not thinking about interaction,” said Dr Isert. “Salespeople don’t think that way. They want to close.”  Mitchell recently completed his DBA and focused on sales listening in his dissertation.  The conclusion of his study is ….“If customers believe you are a better listener, they trust you more and through that trust, you will receive repeat opportunities to see them, opportunities that can lead to closing more sales” said Dr. Isert.

Listening Seekers, what are your thoughts about this article?   Please reply below.

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