Yes, I heard it again; while a young kid talked endlessly, a person nearby, with a wink in his voice, commented that “he’ll be a good salesperson one day.”
As I grow older and wiser (first one a definite; second one debatable) I find there are fewer and fewer phrases that elicit within me a visceral negative reaction. That statement always does though.
I mean, think of it…it is based on the premise that a person who just incessantly talks and talks and talks…is a good salesperson.
I’ve asked countless people, “do you tend to buy from salespeople who simply yap non-stop about their product?” They always – yes, always (and often emphatically) – tell me “no.”
Yet, I still hear it.
Recently, on my Facebook page, I posted the following:
Those with the “gift of gab” can be good salespeople…providing they are
willing to lose, or at least misplace, their gift of gab and listen. Really listen.
One friend wrote, “Yes, so true! I had a sales manager once who said the challenge many potentially great salespeople had was knowing when to shut up.”
While that is indeed true, that wisdom is often given within the context of “after” the presentation…in other words, to shut up and not “talk past the sale.” And, that is certainly very valid advice. I believe the real point of the quote, however, goes far beyond that. It’s an attitude from the outset and throughout the sales process.
My good friend, presentation and communication expert, Felicia Slattery commented, “Listening is the other side of the speaking coin. To be an effective communicator you must do BOTH well.” She then suggested listening twice as much as talking. Good idea.
As any professional salesperson knows, listening more than talking during the presentation typically results in a much better outcome, both for the salesperson and the prospect who will then get to enjoy the benefits of that which they purchased.
Listening; focused, active, caring listening allows you to direct your attention on the prospect and understand their needs. Only then can you build value because, after all, it’s the prospect who determines what the actual value is.
So sure, can that young kid with the “gift of gab” grow up and become a top-notch, professional, value-creating, high-income earning salesperson? Sure he can. But only if he loses that “gift” along the way.
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Excellent post & share Bob thank you… Listening; in sales & relationships is a master key sign of a true sales professional & relationship builder… Regardless if you are in sales or not; this idea of doing twice as much listening as you do talking goes a long way in really bringing the right attitude service, product & solution to the people you serve & love in business & at home… The moral of the story is; do twice as much listening as you do talking & watch the magic unfold before your eyes… Thank you again Bob for being everything you are my brother, an exceptional teacher, mentor & friend… Sean & family
Sean, great points, my friend and brother. Thank you for sharing!
That gift of gab is something I have never had. I always thought that would be the ‘KILLER’ for me in selling anything. But I was so happy when I started learning that the gift of not gabbing would be one of my strengths.
I have never been so happy to not be ‘gifted’. 🙂
Jeff…what a GREAT way to put it! Thank you!
Absolutely, the only way to understand how you can help is by listening, understanding what are the challenges the people we are talking to have would be the most important part of the conversation. Otherwise we can only talk to them about our beliefs, our paradigms and our opinions….oh, cuz we are so wise :).
Good reminder.
Lorena Heletea
Hi Lorena, you wrote: “Otherwise we can only talk to them about our beliefs, our paradigms and our opinions.”
Profound, my friend. Profound!
This is so powerful Bob. Thank you for sharing your wisdom (definitely NOT debatable — in my book — that you’re getting wiser and wiser day-by-day!).
It’s so strange how the idea that the Gift of Gab has anything to do with being a great sales professional became such a wide spread myth! How can a sales person even know what the prospect values (and give it to them) if they are busy sharing their “gift” non-stop?
Hi Tshombe, thank you, both for your kind compliment 🙂 and for your very wise points. Thank you, my brother!
Bob,
I appreciate this teaching so very much, and agree 100%, though I am not usually bothered much from the “assumption of salesmanship” with a talkative young person, because if someone is too shy to engage another, they won’t have anyone to listen to either.
Having said that, my favorite simple sales lesson, is “ask questions and LISTEN.” Caps for emphasis not yelling. However, I have found that the best presentations are built as they go, they are not really presentations, but instead-solution conversations!
This type of selling is much more commonly used today than even a decade ago, but still not mastered by many. I suggest one of the main reasons for so many understanding what they should do, while so few mastering it is pretty simple-the typical salesperson is trying too hard to get it just right. We need to seek to add value to others and be satisfied if that is all that happens and relax a little! Be an expert in what you do and know the world your prospect lives in, and talk about solutions like you would to a friend you are trying to help.
Hi Steve, thank you for sharing. Great points! My only thought would be (and this isn’t disagreeing as much as just thinking it’s not necessarily an either/or), I don’t think that because someone isn’t “talky” that that necessarily means they are shy; i.e., to shy to engage another. When I use the term “gift of gab” I’m putting it more in the context of one who just constantly talks and really doesn’t listen. Again, I enjoyed your comments; filled with wisdom as always.
Bob,
You are SO right-not what I intended to suffered- great catch! Quiet doesn’t equal shy.
Thanks Steve! I appreciate ya’, my friend!
Great article! As Larry King once said “I didn’t learn anything by talking!”
There is a lot of wisdom in that statement 🙂
Indeed, there is, Jonathan. Thank you for sharing that very wise saying!