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Farquharson compared salespeople to eager schoolchildren looking to show off their intellect. "Remember when we were in elementary school and the teacher would ask a question? We'd all 'ooh-ooh-ooh' and wave our hands in the air, anxious for the chance to prove ourselves. Same thing," he said. "Reps need to remember this: You learn nothing with your mouth open. Listen with your ears, yes. But also with your eyes and your body language." He encouraged salespeople to redirect their energy and understand the role of "student." "Ask questions that delve into a subject deeper, even if you think you understand," Farquharson added.
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Elise Hacking Carr
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Elise Hacking Carr is senior production editor for Print & Promo Marketing magazine, and managing editor for PRINTING United Journal.
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