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Sales 101: Do You Even Know How To Have A Conversation? (a TEDTalk)

Posted on May 11, 2016 under Attitude Adjusters.

Image result for words with pictures on the importance of communicationImage result for words with pictures on the importance of communicationImage result for words with pictures on the importance of communication

 

When your job hinges on how well you talk to people, you learn a lot about how to have conversations — and that most of us don’t converse very well. Celeste Headlee has worked as a radio host for decades, and she knows the ingredients of a great conversation: Honesty, brevity, clarity and a healthy amount of listening. In this insightful talk, she shares 10 useful rules for having better conversations. “Go out, talk to people, listen to people,” she says. “And, most importantly, be prepared to be amazed.”

 

http://www.ted.com/talks/celeste_headlee_10_ways_to_have_a_better_conversation

 

Why you should listen

Celeste Headlee hosts a daily news/talk show, On Second Thought, on Georgia Public Broadcasting.

Headlee has worked in public radio since 1999, as a reporter, host and correspondent. She was the Midwest Correspondent for NPR before becoming the co-host of the PRI show “The Takeaway.” After that, she guest hosted a number of NPR shows including “Tell Me More,” “Talk of the Nation,” “Weekend All Things Considered” and “Weekend Edition”. Headlee also anchored election coverage for PBS World in 2012 and was a regular guest on CNN.

Headlee holds multiple degrees in music and still performs as a professional opera singer. She appears on the album “Classically Blue” from gospel artist Lea Gilmore. She’s the granddaughter of composer William Grant Still.

 

Enjoy………………….

Craig J. McConnell

“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 

 


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Sales 101: A Clear Rejection Is Always Better Than A Fake Promise

Posted on May 9, 2016 under Sales 101.

Thought For The Day

For 30 days, say hello to everyone you see  -  and I mean everyone. Don’t walk by anyone without acknowledging them. Smile!  Make Eye Contact!  Say ‘Good Morning’. or ‘Good afternoon’ or just ‘HI”.  This is a simple but effective  self talk exercise that generates  positive energy and builds confidence for you, and will do the same for the recipient of your initiative.

David Sandler may have actually coined the expression ‘go for the no’ (or at least his intellectual property seems to imply that), but regardless, it is GREAT advice. I think his quote was something like “you don’t learn how to sell by getting a ‘yes’; you learn how to sell when you get a ‘no’.

Remember, “I’ll think about it” and ‘maybe’ do you no good at all.  Falling into the ‘think it over’ trap is only a time waster.  Timing is important, empathy is critical, but over time you will learn when it is time to give your prospects permission to say ‘no’.

LEARNING FROM REJECTION

When someone doesn’t say yes, they’ll often give you a reason.

A common trap: Believe the reason.

If you start rebuilding your product, your pitch and your PR based on the stated reason, you’re driving by looking in the rear view mirror.

The people who turn you down have a reason, but they’re almost certainly not telling you why.

Fake reasons: I don’t like the color, it’s too expensive, you don’t have enough references, there was a typo in your resume.

Real reasons: My boss won’t let me, I don’t trust you, I’m afraid of change.

By all means, make your stuff better. More important, focus on the unstated reasons that drive most rejections.

And most important: Shun the non-believers and sell to people who want to go on a journey with you.

 

 

Craig J. McConnell

“Retirement Reimagined”
(Continuing to) Make Sales People Memorable

(striving to enter) Adulthood II
 

 


314-753-2802
1170 Tropical Drive
Jupiter, FL 33458

 


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