3 Simple Ways to Talk Less and Listen More

A Case for Brevity

On November 19th 1863 people gathered in Gettysburg Pennsylvania for a dedication ceremony. The keynote speaker was a man named Edward Everett and he spoke for more than 2 hours. Abraham Lincoln who was also scheduled to speak, spoke for just two minutes. Even though Everett’s speech was longer, Lincoln’s short 2 minute speech is now regarded as one of the most elegant, thoughtful and well-crafted speeches in American history. The Gettysburg Address certainly makes the case for brevity and the power of saying less.

On today’s show discover:

  • …how talking less can help you sell more
  • …and 4 Ways to train yourself to talk less with your next customer

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6 Easy Ways to Get into a Conversation

It’s What Happens in Sales

Walk onto any car lot, into any specialty store or call center and you’ll hear conversations taking place. It’s what happens in sales. But having a good conversation and getting one started  is often easier said than done.

On today’s show discover:

  • …6 Tips for Getting a Conversation Started;
  • … how a good conversation can help your customer feel important;
  • … and what you can do through conversation to make your offer more interesting.

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It’s Smart to Make Your Customer Feel Smart

We Like Compliments

Just about everyone likes a compliment. It makes you feel good, builds up your confidence and can even make you feel smart. And what about the person who gave you the compliment? What do you think of them? (pretty awesome right?) Giving your customer a compliment and making them feel smart can help you build tremendous rapport! But you have to be careful that your compliments are sincere, appropriate and you’re not saying things that make your customer defensive.

On today’s show discover:

  • … tips for helping your customer feel smart
  • … ways you might be making them feel…not so smart
  • … and how all of this helps you look smarter too!

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Why What You Say Isn’t Always What They Hear

Misinterpreted Communication

It happens all the time, you say something but what you mean isn’t always interpreted properly. Sometimes it can be quite funny…you know like when you ask your kids to pick up their room they hear “slide all of those toys and clothes under your bed so I can’t see them.” But in sales the difference between what you say and what your customer hears isn’t always that humorous.

On today’s show discover:

  • …common things salespeople say;
  • …ways customers misinterpret those messages;
  • …and better ways to get your message across.

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Nice Guys Finish Last, Why It’s Not True in Sales

In Sales, Nice Guys Finish First

No doubt you’ve heard the expression “nice guys finish last”. I’m not entirely sure who said it but I’m pretty sure they weren’t talking about nice guys in sales because in sales “nice guys finish first.”

On today’s show discover:

  • …why you need your customer more than they need you;
  • …how easy it is to standout and rise above the competition;
  • …a simple way to get first hand experience on the other side of the counter.

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