Months ago I pulled this out of Fortune magazine while on a plane and just rediscovered it.  It's a short blip titled: The Best Advice I Ever Got, by Bill Marriott, Chairman & CEO, Marriott Hotels.

It was December 1954, and my parents were entertaining Mamie and Ike Eisenhower at our Virginia farm.  We had a friend there who was an avid hunter, and he put some pheasants in the field for Ike to shoot.  When Eisenhower arrived they said, "Mr. President, would you like to go out and shoot or stay in by the fire?"  He turned to me, a 22-year-old home from the Navy, and said, "What do you think we should do, Bill?  I though, here's a world leader who brought the Allies to victory because he probably asked that question many times of the people he was dealing with.  And I realized that he was successful because he knew the right questions to ask and he made people feel they were participating.  So during my career I've always tried to get people to tell me what they thought.  In the end, we didn't go hunting.  I said we should stay inside, and Eisenhower was delighted.  I think he'd spent enough cold nights in his life.  --As told to Fortune Magazine

Most of us won't be having conversations with presidents, but I thought this was a great little reminder for your conversations with buyers and sellers.  Remember sessioin 3?  If they aren't answering your questions and participating, you aren't selling.


 
Posted by Jason Edwards on 01/05/2009 04:04 PM   Comments (4)   Sales in the Sales Strategies / Tactics Channel  
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4 Comments on Advice from Bill Marriott

JAN
05
2009
261,554 Points Outside Blog

That sounds like a valuable lesson in listening and asking questions. I need to work on that as I talk too much sometimes. People like to feel involved and important. Good post.
4:20pm • #1
292,118 Points 2 Featured Posts

Jason,

Thank you for sharing the advice from Bill Marriott.   Asking the right questions along with listening are very important and will determine if you create and have a successful relationship with clients.
4:33pm • #2
Hit Router

Just have to learn to ask and then wait for it.
11:35pm • #3
JAN
16
2009

Thank you so much.  I think I really need to hear that.  Thanks!

Jenny

 
11:42pm • #4


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