DWIGHT IS RIGHT

I picked up Season 3 of The Office on DVD and had it on the big screen last night. If you’ve never seen the show, it is morbidly hilarious and, sadly, not far from the truth when compared with places I’ve worked before.

In an episode titled “The Initiation”, the top salesman of the firm was supposed to take the new guy out for his first sales call but instead puts him through absurd hazing rituals. Pretty dumb stuff really; but, sprinkled throughout the ordeal, Dwight (the top salesman) shared little bits of sales wisdom with his charge.

Although the way he said most of it was ridiculous, one comment was dead on the mark.

He told the young rookie, “sales is 90% listening and 10% talking”.

Dwight is right! If you are too busy talking about the features and options, or the history and reputation of your firm, you are likely to miss out on some very important information, such as what the customer wants and how they want it.

Practice your listening skills, develop strategic questions, and learn how to keep quiet when you should.

If you do, you will ROCK your sales goals!