Why is that when we let people talk about themselves, and let them tell us how wonderful they are, they think that ‘we’ are wonderful? It’s a great sales technique — listen patiently, act interested, nod in approval, say very little, and you come out as the winner.
In some uncanny way, we have to play the role of the armchair psychologist. People, for the most part, like to hear themselves talk — about themselves! Are people so self absorbed, or lonely, that they must tell their story over and over again?
There are very few people I find interesting. My circle of influence has continued to shrink, and these days I seek out the quiet. I would rather sit on the pool deck, stare into the vast spaces ahead, quiet the mind, and sip some fine wine.
About Hemant Rustogi
It works! I read about this many years ago in a book written by Frank Bettger titled How I Raised Myself from Failure to Sucess in Selling.
I was in the Cadillac business for 30 years and my clients were obviously successful so I’d ask them to tell me about what they did for a living. I’d sit and listen and when they finished we were friends. It made dealing so much easier.
I was told early in my career that there is a reason why we have one mouth and two ears!