from Art Sobczak:
The following was excerpted from Go-Givers Sell More (Portfolio 2010).
Sell More With Silence
By Bob Burg and John David Mann
The legendary architect and futurist
Buckminster ("Bucky") Fuller hit a
deep crisis in his twenties. Having
gone broke and lost his infant daughter
to meningitis, he felt his life was a
shambles.
Standing on the edge of Lake Michigan
on a bitter winter evening, about to throw
himself in, he paused to think.
His life was a mess, he reasoned, because
he had spent his years up to that point
repeating things other people had told him.
In that moment, Bucky decided to close his
mouth and not open it again until he was
sure that the words he spoke really came
from him.
For the next two years, he did not utter a
single word. When he finally did begin to
speak again, what came out was not always
easy for people to understand, but the passion
and conviction were unmistakably and unequivocally
his and nobody else's. It was only decades
later that people came to recognize that his
words also contained great genius.
What happened to Bucky is available to each
and every one of us, and it was simply this:
In his silence, he discovered his authentic self.
It was a critical turning point: it was in those
minutes of being entirely silent and fully
listening to his wife Susan that he began to
understand the laws of the Go-Giver.
You tap into your greatest value and authenticity
when you are not speaking. It's not that what
you say isn't important. That's just not where
your power lies.
The most common way inexperienced salespeople
shoot themselves in the foot is by saying too
much when they talk about their product or service.
Why do they say too much? Because they don’t
yet really trust themselves. True conviction is
best conveyed not through more words but through
fewer; it dwells behind the words.
The Bill of Rights is stated in 660 words.
Lincoln's Gettysburg Address consists of 267 words.
The Ten Commandments takes 163.
It doesn't take a lot of words to make a powerful
point. Say less; communicate more.
In conversation, often the most powerful moments
are not when you are speaking but when you pause
and make room for the other person.
Sometimes we rush to fill in those empty moments,
perhaps out of fear that the silence will feel
awkward. But it's better to let the silences be
there: silences in a conversation have a wonderful
way of coaxing deeper thoughts to the surface.
The most important words that will ever pass
between you and your prospective customers are
the words spoken by them--not by you.
What you have most to offer others, you have
to offer least of all through your words; in
greater part through what you do; but in greatest
part through who you are.
Reach a whole new level of success in 2010! Pick up a copy of Bob Burg and John David Mann's Newest Book, Go-Givers Sell More! On Sale Now
http://www.gogiverssellmore.
______________________________
Continue Having Your Best Week Ever!
Art
QUOTE OF THE WEEK
“No person was ever honored for what he received.
He was honored for what he gave.�€
Calvin Coolidge
Contact: Art Sobczak, President, Business By Phone Inc. 13254 Stevens St.,
Omaha, NE 68137, (402) 895-9399. Or, email:arts@businessbyphone.com
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