“Here are the five main tools I’ve used to become successful in sales.
- Humor
- Listening
- Identifying Who’s Lying
- Tone
- Service
Let’s begin with humor. The only thing people like more than humor is self-deprecating humor. The best people are those who can laugh at life and certainly themselves.
18 years ago I was on a lunch with two senior salespeople, John and Rob. We were at a well-known New York steakhouse with a client. I was sent to learn and learn I did.
John spent the first half-hour pushing business, I could tell the client was clearly annoyed as he tried to finish his meal. Rob, after eating all his food, held his sparkling clean plate up to the waiter and said “Can you wrap that up?”
After the potential client caught his breath from laughing, he began talking to Rob directly about where he lived and his commute and guess what? Rob ended up working with this client for a decade.
Why? Deference, respect and humor. Connect with your client as a person and don’t take yourself so seriously.”
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