To Sell Is Human: Attunement
“It was an excess of assertiveness and zeal that led to contacting customers too frequently. Extroverts, in other words, often stumble over themselves. They can talk too much and listen too little… which can be read as pushy and drive people away.”
To Sell Is Human by Daniel Pink, page 83
Chapter 4: Attunement
It has been believed for years that successful sales personnel exhibited an outgoing, people-oriented, fun, and vivacious personality. Sales pros had one thing in common, and that was the “gift-of-gab.” They could mix and mingle with anybody at a moment’s notice.
As consumers were given access to more information and became smarter as a result of their own research, less demand was placed on the extrovert of yesterday when it came to selling. In fact, today’s successful sales professional might even border on the introvert. They talk less and listen more.
The pushy, aggressive, master of the “close” salesperson has become yesterday’s news. Slow down. Back off. Ask more meaningful questions and take the time to listen and internalize the feedback coming back at you.
That is the key today. Slow down. Stop talking. Start listening. Begin selling.
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