How good are you really? In the sales game, can you talk people into doing things they really don’t want to do?

Look back over your last 10 sales. How many were the result of your silver-tongue; your being able to overcome objections flawlessly and product knowledge so complete that you truly were the guru of fabled lore? And no one could resist your charm, charisma and … oh please.

Stop it. Your words have little to do with their decision. What matters is your civility, your respect, your concern … your ability to uncover, understand and care about their issue.

The hard part is to earn their favor so that you have the opportunity to be there when they need you.

Compel? No. Impel? No. Care? Yes.

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