Which guideline suggests that salespeople should listen 80% of the time and talk 20% of the time?

The guideline suggesting that salespeople should listen 80% of the time and talk 20% of the time is referred to as the 80-20 listening rule. This principle emphasizes the importance of listening in the sales process. By focusing 80% of their efforts on listening, salespeople can better understand their customer's needs, concerns, and feedback. This not only fosters stronger relationships but also allows for more informed and tailored responses, leading to more effective sales conversations.

Listening actively and extensively enables the salesperson to gather valuable information that can inform their approach and strategy. It enhances rapport with the customer, as they feel valued and understood. This listening ratio helps sales professionals ensure they are addressing the client's specific pain points, thereby increasing the likelihood of closing a sale.

Active listening, while important, is more about the technique of engaging with what the customer is saying rather than the specific proportions of conversation, which is why the 80-20 listening rule more directly addresses the guideline in question. The other possible answers, such as the talk less rule or sales communication guideline, do not specifically encapsulate the recommended listening ratio as thoroughly as the 80-20 listening rule does.