Monday, July 15, 2013
Larry King on the Today Show this morning is quoted as saying ?I never learned anything while I was talking?.
What a powerful quote. For sales execs and leaders, this should be your mantra. Take this quote, print it out, blow it up and make sure you are looking at it every time you are speaking to a customer.
Don?t ?Puke
?? on your customers. Puking is a term I have come up with that describes our biggest mistake in trying to influence others. People who Puke
? are People who Utter Knowledge about Everything.
Influence and sales have nothing to do with showing people how smart you are. It all has to do with finding out what?s important to them, their challenges, goals and motivation. Then, and only then, will you be in a position to present what you have to offer in a
CONTEXT that will be powerful and valuable to the listener.
Sales and influence is a psychological process. Mess with the order and you automatically reduce your value and ability to influence others.
People do things for their reasons, not yours. Find out their motivations and speak to them. Sales and influence is really this simple. We just complicate things and then wonder why we don?t succeed in getting people to do what we suggest.
To learn more about this process and how to influence others, read the
CEO Bestselling Book Lead, Sell or Get Out of the Way. Or,
invite Ron Karr to speak speak at your next meeting or to work with your team. You will be thrilled with the results.