The People Who Interrupt The LEAST Actually PERSUADE The Most

I have a good friend named Barb and she has the “gift of gab”. EVERYONE loves her. She looks you in the eye and makes you feel like she truly cares about you and it’s not an act. It’s genuine. On top of that, we never have to search around for things to chat about. I used to think we just had really good chemistry together and eventually I realized it’s because she truly has that gift where she can talk to anyone and will always come up with interesting things to say.
 
I don’t have this gift. I wish I did.
 
Here’s the weird part: Barb has NEVER been in sales and I’ve been a top sales rep since I was 25 and now I’ve taught thousands of people how to sell. Why? Because I may not have that “gift of gab”, but I have something even more important: I know how to listen, and as I listen, I process quickly and I am able to ask smart, insightful questions. 
 
Some sales reps think they need to talk a lot because that's what persuades people. The problem is that talking too much often leads to interrupting, overexplaining, and missing what the customer is actually trying to tell you.  This drives customers crazy. Trust me, I’ve done the research. 
 
You don’t have to be a Barb to be good in sales. Her gift of being an amazing storyteller along with being a great listener is unique and pretty rare, but that’s okay. You CAN learn the skill of listening well, resisting the urge to interrupt, and being genuinely interested in the answers. Don’t worry about the gift of gab. Learn to listen instead.  The people who interrupt the least usually persuade the most.

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