Jim Keenan is Vice President of Sales Strategy and Operations with a Global Technology Company, an Enterprise 2.0/Web 2.0 Connector, an Entrepreneur still trying to get it right, and a PSIA Certified Ski Instructor for Vail Resorts. Husband to Big E and father to four great kids. In a nut shell, I'm a Sales Guy. Life is good!
This one has grown on me. Skip has a solid delivery of information. He gets to the point and delivers a message quickly. You don’t have to read half the post before he gets to his point. Exactly how it should be.
Selling to Consumers: Posts to check out
Happy Sunday Morning Reading (Yeah I know, it’s not morning anymore.) Nothing like good Sunday Evening reading either.
Skip Anderson had a good post on the “Over-Talker”, the sales person who talks too much. A sales over-talker is BRUTAL. They’ll drive a meeting into the ground. As a sales guy I get it. I used to be know for a good pontification in my day. My kids and BigE will tell you I’ll still kill with the word. No one likes the over-talker.
Skip gives a nice list of strategies to give your audience a break. He suggests:
1) Add two full seconds of silence
2) Record a sales transaction
3) Role Play
4) Self Edit
Its a good list. But, I think it’s much simpler than this. If you want to stop yapping, then start asking questions. Long winded, over-talking only happens when you are making statements. You can’t over talk if your asking questions. Questions are short. They are to the point. They allow your audience to over-talk and in sales that is EXACTLY what you want.
If you want to stop yapping. If you don’t want to be an over-talker. Stop telling and start asking, it’s that simple.
Loading ...
Sociable!: How Social Media is Turning Sales and Marketing Upside Down by Shane Gibson, Stephen Jagger
Linchpin: Are You Indispensable? by Seth Godin
Building a Winning Sales Force: Powerful Strategies for Driving High Performance by Andris A. Zoltners Ph.D., Prabhakant Sinha Ph.D., Sally E. Lorimer
SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath
Mastering the VC Game: A Venture Capital Insider Reveals How to Get from Start-up to IPO on Your Ter by Jeffrey Bussgang
Switch: How to Change Things When Change Is Hard by Chip Heath, Dan Heath
The Happiness Project: Or, Why I Spent a Year Trying to Sing in the Morning, Clean My Closets, Fight by Gretchen Rubin
Tribes: We Need You to Lead Us by Seth Godin
Trust Agents: Using the Web to Build Influence, Improve Reputation, and Earn Trust by Chris Brogan, Julien Smith
