I often hear people say; God gave us two ears and one mouth for a reason. This fun little phrase is used to argue the point that salespeople need to listen more and talk less. I get the point, but it’s not accurate from my perspective. What it really should suggest is that people should tell less, not talk less.  Telling is very different than talking. Talking is the act of saying words, communicating via one’s mouth. Telling is how you talk.  Telling is talking at or to someone.  Telling does not include asking questions and asking questions is EVERYTHING IN sales.

In this video, I talk about what is REALLY the most important in selling and it’s not listening.

Stop thinking that talking is bad. It’s not. It’s what comes out of your mouth that matters.