Power of Positive Selling: 30 Surefire Techniques to Win New Clients, Boost Your Commission, and Build the Mindset for Success (PB)

16LISTEN BEFORE YOU TALK

In the four decades that I’ve been in sales (has it really been that long?) I’ve evolved a set of rules. This isn’t because I’m especially brilliant or intuitive. In fact, for the first several years I was selling, I did things that, looking back on them now, make me shudder.

In particular, I remember going into a presentation to a new client. She was an older woman—well, I was younger then, so she seemed older to me—and with the arrogance of youth, I suspected that she was a bit out of touch with how things worked in the industry.

I’d filled my briefcase with materials, and I was very proud of them. I’d spent hours preparing them, researching the company and studying exactly what it did. I knew its latest stock price ...