About this episode
Alan Weiss discusses the importance of emptying your mind to improve sales effectiveness and stay present during interactions.
SHOW NOTES: The fallacy is that you should be prepared to “spring” in a sales call to “pitch” the sale, like a cheetah on the Serengeti chasing an eland. Well, cheetahs can only maintain high speed for a limited duration, and they’re only successful getting a meal one time in ten (as are all predators). One time in ten is not sufficient for a successful career. We need to empty our heads, and not allow our minds to be crammed with facts, figures, “closing” language, and one-upmanship comments. To “stay in the moment,” which we’re constantly told, we need to listen and watch, not talk and pontificate. The sales “pitch” was already ineffective in the 1950s, but even today you hear about the elevator pitch or the airplane pitch from people who don’t have a clue and cannot sell a thing (which means they’re on Linkedin). Follow my lead. Empty your mind to stay in the moment. And it may just become your moment of glory. The eland is caught, your family is fed, nine times out of ten.
People in this episode
Host: Alan Weiss
Topics covered
- sales techniques
- mindfulness
- effective communication
- listening skills
- sales strategy
Keywords
- sales
- mindfulness
- communication
- listening
- sales pitch
- strategy
- effective selling
Mentioned in this episode
Products: elevator pitch, airplane pitch
Places: Serengeti
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