Perhaps I should say, good evening. Though I am recording this tip in the daylight, I actually wrote it late at night after I returned from a dinner party. There were 20 of us in all, two tables of 10. I sat opposite Karen. If there is anything you’d like to know about Karen, anything at all, I feel qualified to fill you win.

Do I know Karen? Nope. Just met her this evening. So, what makes me an authority on Karen? Karen does. You see, I just spent the last two hours learning about her past, her children, opinions, and on and on.

Every sentence she uttered (and believe me, I noticed) began with the words, “I” or “My.” If someone else was telling the story about, say, their vacation, Karen would say, “My last vacation was to Hawaii…” If someone talked about a recent injury, Karen would regale us with, “I have a blister on my foot.”

As I sat there suffering, I mean, listening, I thought about my options. Googling, “Justifiable Homicide” allowed me to rule out that one. That left, Sales Tip.

No one, and I mean no one, is interested in the details of your life. We are interested in the details of our life. People will listen but they’d much rather talk. Talkers are bores. Listeners? Now that’s a different story.

A key aspect in the art of sales (and I choose those words very carefully) is the ability to keep the conversation on the customer’s side of the table. My father would tell you, as he did me at one point in my life, that you learn nothing with your mouth open. That should be enough for you right there.

In the early parts of all sales calls comes the rapport-building phase. This is your opportunity to learn by listening. Make certain that you are keeping your thoughts to a minimum while making every effort to allow the customer to command the conversation. Not only will this bring you valuable information, it will also raise your Q Rating with the client. Everyone loves a good listener.

Visit my new Sales Resources page: for last week’s Short Attention Span Webinar and a link to my blog

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