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|
Ditch the Pitch:
There’s nothing more obvious than an overt sales pitch. And there is nothing more likely to awaken a customer’s defenses.
|
005 |
|
|
Ditch the Pitch:
Most successful selling and persuasion isn’t about convincing. It’s about diagnosing.
|
009 |
|
|
Ditch the Pitch:
To earn the right to be heard, it is important to jump into your customer’s world.
|
013 |
|
|
Ditch the Pitch:
If you believe that you must earn the right to be heard during every moment you interact with customers, you will increase the chances that you actually will be heard.
|
014 |
|
|
Ditch the Pitch:
The key to being quick on your feet isn’t in your feet, or on your lips. It’s in your eyes and ears.
|
039 |
|
|
Ditch the Pitch:
Every moment you are talking during a persuasive conversation is a moment you are not listening to your customer. You are listening to yourself.
|
045 |
|
|
Ditch the Pitch:
When you say less in a conversation, you will be more alert and will be able to detect hidden layers of meaning that lie beneath the words.
|
046 |
|
|
Ditch the Pitch:
Customers don’t always tell you exactly what they are thinking. Sometimes they don’t want to share everything; sometimes they aren’t even aware of everything they are thinking and feeling.
|
046 |
|
|
Ditch the Pitch:
…if you overanalyze, you won’t notice or be able to collect input from your surroundings.
|
048 |
|
|
Ditch the Pitch:
Whether it is you, your customer, or a colleague, assess without judgment or you may end up as the one being judged.
|
049 |
