Hi, I'm John Blunt, author of Fanatical Prospecting in Cells EQ, and this is a sales gravy quick tip.

So let's say that your next door neighbor comes over. They stand on your front porch, and you open the door, and they say hello, and then an endless stream of stuff comes out of their mouth. They tell you about their kids and what they've been doing, and they went to the beach, and where they went on vacation, and what they've been eating for dinner, and what's going on at the school, and they gossip about this, and they gossip about that. And 20 minutes later, they go away. They never asked you about you. They never even acknowledge that you were there.

They just came and spilled on you. How would you feel? Or how about that friend? And I know you've got one,

that all they do is talk about themselves. Every time you get with them, they have a cup of coffee to talk about themselves.

Every time you get a dinner, they brag about themselves. Their stuff, their accomplishments,

what they're doing, how they're doing it.

How does it make you feel?

Reality is not very well.

I mean, you don't want those folks to be your friends.

Certainly when that neighbor is standing on your front porch blabbing their mouth off, you're

ready to get rid of them.

But is that what you did on your last sales call?

Well, you're probably thinking, no.

Jeb, I did not do that in the last call.

I didn't talk about my kids and my vacation and all those things.

But think again, here's what you did.

You talked about your products and your benefits and what you could do.

And in the stream of spiel to your customer, you showed the marketing brochures, you talked

about the things in your brag book, you bragged about this, you bragged about that, and

all of a sudden your customer is looking at you thinking, why did I let this person in my office?

You see, the secret to selling is not what you say.

It's how you connect with people through listening.

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