Quote Me

Sometimes it’s the quotes from people who are NOT in sales that can make those of us who ARE in sales think. Here are three I ran across while cleaning out some old files this past weekend:

Quote #1

“Half the world is composed of people who have something to say and can’t and the other half who have nothing to say and keep on saying it.” - Robert Frost.

The first thing that came to mind with this quote is value. Our job as a salesperson is to add value.

A challenge for us introverts is we’re reluctant to speak our mind, to give our opinion. But when it’s an opinion worth hearing, because it’s based on expertise or because it’s contrarian, and no one is playing devil’s advocate but someone needs to, we have to fight the urge to be quiet.

The challenge for us extroverts is we tend to talk. A lot. Some of the stuff we say is brilliant. And other times we’re just filling dead air time. We have to become more comfortable with breaks in the conversation.

Quote #2

“The real art of conversation is not only to say the right thing in the right place but to leave unsaid the wrong thing at the tempting moment.” - Dorothy Nevill.

Many of us get amped up on a call. The blood is flowing. We’re excited. Normally that’s good. Our senses are alive. We’re more aware.

But, if you’re also someone who is impatient, like I am, it’s easy to jump into the conversation at the wrong time. It could be interrupting them mid-sentence. Or, filling their pause with a non-sequitur question. Or, taking over their story by telling them about your related story.

We have to remember that our job in sales is to foster one-sided dialogue. Most of the time, we want them talking most of the time.

Quote #3

“The time to stop talking is when the other person nods his head affirmatively but says nothing.” - Henry S. Haskins.

This quote has a few meanings for me.

The first is when you’re presenting your argument, looking to influence someone, or out to change their mind. Once they give their assent, stop talking. Don’t keep pushing. You’ve accomplished your goal. Don’t cause them to change back.

The second meaning relates to closing. We’re supposed to ask our closing question, then shut up and wait for the answer. Of course you don’t really stop talking. You stop selling. You still need to ask them to sign something or whatever the next action step is.

Have a great week!

Bob

P.S. Quick question for you. I’m looking for feedback on an idea. Just hit reply with a quick answer, if you don’t mind. One of the things I’ve most enjoyed in my career are sharing sales stories (usually over a cold beverage) with other salepeople. Sitting around sharing creative wins, spectacular losses, funny or strange events that happened in the sales cycle. So, my idea is to write a book of these sales stories. I know it’s the kind of book that I would love to read. How about you? Let me know yes or no in an email reply, is a book of sales stories something you’d like to read? Thanks in advance. [email protected]