Be Interested, Not Interesting

If you have read my book The Power of Influence or heard me speak you have heard me share the idea that we should focus on being interested, not interesting. Influence comes from making it about them and when we are genuinely interested in someone else they will love us for it. My friend John Milton Fogg (Author of The Greatest Networker in The World) told me a story the other day that illustrates this idea. Years ago the Editor of Psychology Today was writing a book. As part of his research, he purchased a first class ticket from New York City to Los Angeles. He knew he would sit next to someone on this six hour flight and his task was to only ask questions. He wouldn’t volunteer any information about himself, instead he would do his best to make the conversation all about them. When they landed in
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Should You Give Sales Presentations or Have Sales Conversations (Part 4)

Now let’s dive into particulars of turning sales presentations into sales conversations. (To see previous parts of this topic – see earlier posts) Most sales presentations are done on a one or one or small group basis. So a key to making these conversations is learning the art of asking great questions. First off, you need to understand a key to influence and it’s this – Focus on Being Interested, Not Interesting. One of the best ways to show interest, to personalize a sales presentation and to make it about the prospect is to ask questions. The following is an exerpt on asking questions from my book – The Power of Influence. As we strive to build our influence and rapport with people, we all need to know more of what other people are feeling and thinking, wanting and planning. To do this, we need to use questions that “open”
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