Dan Pink: You Suck at Sales Because You're a Horrible Listener
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To sales and marketing expert Dan Pink, people who think they're bad salespeople are normally just terrible listeners. In this video interview with Behind the Brand host Bryan Elliot, the author of such bestsellers as To Sell is Human: The Surprising Truth About Moving Others and Drive: The Surprising Truth About What Motivates Us give tips on how to improve listening skills.
"People don't know how to listen, and it's not their fault," he says. "In school, we learn how to read, we learn how to write -- but nobody teaches you how to listen."
Pink says that using techniques like waiting a few seconds before responding after someone says something and making it a point to understand someone else's perspective will help you become a much better salesperson and entrepreneur in general.