http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/ Mimi Spangler's Blog on Rainmaking and Business Development Sat, 17 Dec 2011 22:48:43 -0500 hourly 1 http://wordpress.org/?v=3.0.4 http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/comment-page-1/#comment-14056 Hardingco Blog » Blog Archive » Rainmaking Problem # 2: The Next Level of Blogging Mon, 27 Oct 2008 15:42:20 +0000 http://208.112.40.244/blog/2007/05/24/he-talks-too-much/#comment-14056 [...] The day you start a blog, you have no readers.  You may be able to attract readers once with an advertisement or a mass e-mailing, but to keep them coming back requires content.  And supplying that content can be deliciously fun at first.  I look back on writing some of my early posts, such as He Talks Too Much and Three Ways to Get a Good Seat, with pleasure.  In this way you build your first readership base.  I will call this Level 1.  Business blogs without solid content fade quickly. [...] [...] The day you start a blog, you have no readers.  You may be able to attract readers once with an advertisement or a mass e-mailing, but to keep them coming back requires content.  And supplying that content can be deliciously fun at first.  I look back on writing some of my early posts, such as He Talks Too Much and Three Ways to Get a Good Seat, with pleasure.  In this way you build your first readership base.  I will call this Level 1.  Business blogs without solid content fade quickly. [...]

]]> http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/comment-page-1/#comment-3812 Hardingco Blog » Blog Archive » Rainmaker Resource # 5: Strategy and the Fat Smoker by David Maister Wed, 20 Feb 2008 23:35:49 +0000 http://208.112.40.244/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. [...]

]]> http://www.hardingco.com/blog/2007/05/24/he-talks-too-much/comment-page-1/#comment-1942 Hardingco Blog » Blog Archive » Hijacked Sales Meetings (Part 1) – Beagles, Babblers, and Big Shots Mon, 07 Jan 2008 17:39:09 +0000 http://208.112.40.244/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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