Have you ever heard someone tell a story but felt they are just mouthing the words without being emotionally connected? When you do this, you often create a more negative reaction than if you hadn't told a story at all. That's because others can see that you're just going through the motions.

It's no fun being a salesperson when it feels like you're talking to a wall. That's what it feels like when you haven't learned your customer's points of interest.

Customers are your best teachers. Learning about your customer's beliefs, values, and priorities teaches you which selling points you should emphasize.

Mark Goulston Quotes