Listening
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Proverb on Listening
Posted Wednesday, June 2, 2010 in Quotes | Be first to comment
"He who answers before listening - that is his folly and his shame." Proverbs 18:13… Read more
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Proverb on Deeper Listening
Posted Thursday, February 4, 2010 in Quotes | 1 Comment
"A fool finds no pleasure in understanding but delights in airing his own opinions." Proverbs 18:2… Read more
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Gap of Silence
When you and your team are talking with your prospects and customers, be sure to drop a small gap of silence in between what they say... and your response. It's one sure way to make better connections with everyone.… Read more
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Benjamin Franklin on Persuasion
Posted Thursday, November 19, 2009 in Quotes | Be first to comment
"Would you persuade, speak of Interest, not of Reason." Benjamin Franklin (1706-1790) American statesman, scientist, and printer… Read more
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Complete Attention
It's the people in front of you that deserve your attention. Take this 48-hour challenge (includes 5 tips to giving complete attention) and stand out.… Read more
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Gordon Gekko on Knowledge
Posted Thursday, August 6, 2009 in Quotes | Be first to comment
"The most valuable commodity I know of is information. Wouldn't you agree?" Gordon Gekko corporate raider from the film "Wall Street" (1987)… Read more
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How to Remember Names
Posted in Tools | 4 Comments
Remembering a name immediately establishes you as someone who listens… someone who cares… two very important characteristics in sales and life. Here’s how… … Read more
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Be Real
Posted in Advice | Be first to comment
Be careful to minimize any tendancies to say what you feel needs to be said in a sales call. The most important thing is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).… Read more
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Top 30 Open-ended Questions
Posted in Tools | 40 Comments
Open-ended questions are one of the most important tools for those who sell (as long as you listen). The key here... Ask the question and let the prospect/ customer give you their answer. No leading. No prompting. No interrupting.… Read more
