Don’t wait for the boat to sink before looking for the holes. 🚢 In a virtual sale, the first few minutes can reveal a lot. Instead of rushing into the pitch, focus on seeking understanding. Active listening and strategic silence can help uncover what the client is really thinking. Maybe they need time. Maybe they’re concerned about the cost. Maybe they’re unsure if the solution fits their needs. The key is to understand the concern before trying to overcome it. Listen. Understand. Then find the right solution. . . . #TheAlliance #SalesTraining #ActiveListening #ObjectionHandling #VirtualSales