Telling vs Selling

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“It was impossible to get a conversation going.  Everybody was talking too much.”

–  Yogi Berra (1925 – 2015), Baseball Hall-of-Famer and king of the malapropism

Sales pros, you know they’re expecting you to talk first and most, right?

So don’t.

Ask.  Listen.  Ask more.  Listen more. Ask and listen until they ask you to talk.

Engagement rate accelerated.  Win rate magnified.  Satisfaction rate elevated.  Self-worth maximzed.

Value exchanged.

 


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