Tell or Sell

Good morning,

It's Friday and that's grand! Today's sunny subject pertains to sales. Of course we're all selling something, whether we call ourselves salespeople or not. I was reminded of this at a recent Livonia Chamber of Commerce meeting featuring Kirk Armstrong from Gerry Weinberg & Associates. Kirk pointed out that a leading cause of failure during the sales process is...(after making us guess)..."talking too much."

Talk less; listen more.

Many of us have been told this since childhood and - at least in one regard - there's something to it, namely that being a good listener is a valuable asset. Listening also involves asking relevant questions and follow-up questions, showing genuine interest in the other person and learning what's important to them.

This advice pertains just as well to personal relationships, where listening is also critical to success. (At least that's what all the love gurus seem to say!)

With clients, when we find ourselves doing a lot of talking, Kirk Armstrong warns us to ask ourselves, "Am I selling or telling?" If you're doing a lot of "telling" then you're probably not "selling."

Happy selling and have a sunny day!

Clarity


P.S. "To listen closely and reply well is the highest perfection we are able to attain in the art of conversation."
Francois de La Rochefoucauld, French Author & Moralist (1613 - 1680)


P.P.S. Thank you for visiting ASunnyNote.com. If you’re new to Sunny Notes and would like to receive my sunny email each Friday, visit JoinSunnyNotes.com.

Clarity Patton Newhouse
Metropolitan Lincoln Mercury
32000 Ford Road
Garden City, MI 48135
313-670-7505
MetroMichigan.com