This is the third sales mistake in the series of ten.

You must give the communication skill called “listening” more than just lip service. You have to actually hear what the other person is saying and make every effort to understand what is being said.

Not listening to what others are saying, and not saying, is a mistake. Nobody cares what you want or think… unless it ties directly to what your customer is interested in. I don’t know how to make this complicated or drawn out. Once you get the customer speaking freely and comfortably about their ideas, wants, needs and desires, you are bound to witness a sale unfold before your very eyes. You’ll become a Read the rest of this entry »

I am not sure if you can call this my “signature story” but it’s true that I have been sharing this particular point for over 30-years in my speaking business. It involves a single PowerPoint slide where I ask the audience to count the number of times they spot a particular letter clearly printed on the slide. It is not a trick. It calls for a single answer. The result for over 30 years? I get four different answers to the question. Read the rest of this entry »