Comments on: He Talks Too Much http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/ Ford Harding's Blog on Rainmaking and Business Development Fri, 4 Jul 2008 01:10:52 +0000 http://wordpress.org/?v=2.0.6 by: Hardingco Blog » Blog Archive » Rainmaker Resource # 5: Strategy and the Fat Smoker by David Maister http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/#comment-3812 Wed, 20 Feb 2008 23:35:49 +0000 http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/#comment-3812 [...] In other words, put them in front of the right clients for the right kinds of work and their enthusiasm will carry the day. Hogwash! Enthusiasm does increase a professional’s chances of making a sale, but I have seen many enthusiastic professionals lose sales, because they talked too much, moved to solutions too quickly, sold past the close or made any one of a dozen other common sales mistakes that a little training would have cured them of. [...] […] In other words, put them in front of the right clients for the right kinds of work and their enthusiasm will carry the day. Hogwash! Enthusiasm does increase a professional’s chances of making a sale, but I have seen many enthusiastic professionals lose sales, because they talked too much, moved to solutions too quickly, sold past the close or made any one of a dozen other common sales mistakes that a little training would have cured them of. […]

]]> by: Hardingco Blog » Blog Archive » Hijacked Sales Meetings (Part 1) – Beagles, Babblers, and Big Shots http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/#comment-1942 Mon, 07 Jan 2008 17:39:09 +0000 http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/#comment-1942 [...] This isn’t the talk of a young person who seeks to prove herself or who just doesn’t know techniques for getting the other person to talk. (See He Talks Too Much.) This is the talk of a person who believes, often mistakenly, that other people want to hear what he has to say, of a person who sees a conversation as an opportunity to sound forth rather than to take in. [...] […] This isn’t the talk of a young person who seeks to prove herself or who just doesn’t know techniques for getting the other person to talk. (See He Talks Too Much.) This is the talk of a person who believes, often mistakenly, that other people want to hear what he has to say, of a person who sees a conversation as an opportunity to sound forth rather than to take in. […]

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