Ben on Virtue and Maturity -- DeWese

Wanna sell? Wanna grow up? Don’t overeat or drink until you’re soused! Don’t get mad at the Mañana Man. This is Ben talking.

“2) Silence: Speak not but what may benefit others or yourself. Avoid trifling conversation.” Adults and great salespeople listen. They ask questions and then shut up to listen to others. The objective is to learn and to make the other person feel important. If Ben was alive today, he would tell us to avoid trifling Web surfing, video games and cable TV surfing. I marvel at how productive print salespeople would be if they learn to ask good, indirect questions and to limit “trifling” activities. I worry when I walk into a printing company sales office and all the PC screens are displaying Solitaire.