For years now, one of the local Title Officers in my area has consistently made these handy, post-card sized collections of business builder tips.   They just randomly appear in my mailbox at the office.   The topics range from time management tips, to goal setting.   She doesn't seem to have any shame about giving me the same one over and over again either--she must know I don't get things until the 6th or 7th time!

Little does she know, I have developed a habit of putting these little business helpers all over the place.   One at the office, one in my home office taped to my printer and there is even a complete set of 5 taped to one of my kitchen cabinets at eye-level.   That's so I can easily see them and intergrate them into my daily routine, right?   eh, eh, right.

Well last night I went to get some ice cream after dinner and thought I'd actually read one!   That's right, folks, I've been getting these quick-tips, taking the trouble to post them where I could see them and yet I was always "too busy" to really absorb something that might be good for me.   I chose the one titled Enemies of Successful Salespeople which I vaguely knew was about listening better, or so I thought.   I then sat down to eat my ice cream and see if I could learn anything.   Well, after reading it carefully a couple of times I realized the message really wasn't about listening better, it was about our egos letting us talk too much which are really two different things if you think about it.   I thought about how many times I could have worked on being more prepared for my clients so they could make the right decision for themselves instead of me "telling" them the way it should be.    Your helpful "life" tip for the day!  

Ego

Our egos make us think that what we have to say is more important than what the customer has to say.

Too Much Talk

The best salespeople know that the pay in selling is far greater for asking the right questions than for knowing the right answers.

Poor Listening Habits 

If you want to listen better, don't talk.  The person who talks will monopolize the conversation, while the person who listiens will control the converstation. 

Assumptions about What's on the Clients Mind

When we talk too much we think we know what the customer wants rather than what they really do want.

Talking about things that Don't Interest the Customer

Customers buy for their reasons, not ours, which may be for only 1 or 2 primary motives.  By dumping your entire sales pitch on them, you may only cause confusion, frustration with your presentation or just plain boredom.

Not Asking for the Order

Don't be afraid of rejection and don't take it personally.   Many times people are ready to move forward if only you'd ask.   You can dispense with the rest of the presentation and complete the paperwork.    

Lack of Well-Defined Goals and Objectives

If you don't know where you are going, how will you know when you have arrived? 

Not Taking Notes

If you don't write down what is important to the customer we will forget and talk about what we think is important.  The strongest memory is weaker that the palest ink.