Listen More, Talk Less

When I’m doing my job as a radio advertising salesman, I do my very best to avoid the classic sales guy stereotype.  You know the person who won’t shut up and thinks that if they talk long enough that you’ll buy whatever it is that you’re selling…

I want to have conversations.  You tell me what you want to accomplish and I’ll use my knowledge, experience and expertise to be your advertising and marketing consultant.

When I was in sales management, I didn’t want to hire men and women who had the gift of gab, I wanted to hire people who had the gift of listening…

More in this sales tip from RAB.com:

Do not interrupt
Sales consultant Joe Takash
Frequently interrupting customers when they are speaking sends a negative message. It’s usually done for one of these reasons:

• The other person said something that energized you and you just couldn’t wait to contribute your idea.
• You disagreed with the customer and were so angry or disturbed by his/her position that you felt compelled to state your own.
• You felt the customer was being long-winded, and you were too impatient to allow him/her to finish.

None of these are valid reasons to interrupt a customer. Whatever you gain by getting your two cents in prematurely, you may lose from a relationship perspective.

You may be making a valid point, but your customer may not appreciate your delivery method.