Attunement | TravelResearchOnline



This next quote was taken from the book To Sell Is Human, written by Daniel Pink.

“It was an excess of assertiveness and zeal that led to contacting customers too frequently. Extroverts, in other words, often stumble over themselves. They can talk too much and listen too little… which can be read as pushy and drive people away.”

It has been believed for years that successful sales personnel exhibited an outgoing, people-oriented, fun, and vivacious personality. Sales pros had one thing in common, and that was the “gift-of-gab.” They could mix and mingle with anybody at a moment’s notice. Keep this to yourself but, forty years ago, I failed a test for a high-level sales job because I was not considered extroverted enough. Bummer!


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As consumers were given access to more information and became smarter as a result of their own research, less demand was placed on the extrovert of yesterday when it came to selling. In fact, today’s successful sales professional might even border on the introvert. They talk less and listen more. (Maybe I was ahead of my time.)

The pushy, aggressive, master of the “close” salesperson has fast become yesterday’s news. Slowing down. Backing off. Asking more meaningful questions, taking the time to listen, and internalizing the feedback is the key to more sales.

That’s the key today. Slow down. Stop talking. Start listening. Begin selling.


A headshot of the author, Mike Marchev

Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.

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