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Sales Talk Is an Oxymoron

Sales Talk Is an Oxymoron

Every buyer is different in many ways, but the commonality if they’re healthy (about 95% of them) is that they seek to improve their condition, professionally and/or personally. Determine what that improved condition would look like (higher revenues, greater chance for promotion, less time at work, etc.). To do that, you have to stay in the moment and listen, not rely on “scripts” or “pitches.”

Talking is easy. Listening and comprehending what you hear are hard. That’s why the people who never shut up never learn anything and eventually wind up talking only to themselves.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 1

  • Jeffrey Summers

    October 24, 2019

    What? No pain points? = )

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