Podcast
Questions and Answers
What was the main reason Everett complimented Lincoln's speech?
What was the main reason Everett complimented Lincoln's speech?
- He found it entertaining.
- He wrote a speech of equal length.
- He thought Lincoln spoke more concisely than he could. (correct)
- He was familiar with Lincoln's speaking style.
What social fault does the author mention as particularly damaging?
What social fault does the author mention as particularly damaging?
- Overtalking. (correct)
- Changing topics frequently.
- Interrupting others.
- Being too quiet.
What strategy did the author use to reduce the length of his telephone conversations?
What strategy did the author use to reduce the length of his telephone conversations?
- He made a list of specific topics to discuss. (correct)
- He asked his friends to remind him to hang up.
- He started speaking in bullet points.
- He stopped making calls.
How does the author suggest one should handle talking too long?
How does the author suggest one should handle talking too long?
What was Harry Erlicher's conclusion about salesmen and their conversations?
What was Harry Erlicher's conclusion about salesmen and their conversations?
What did the author do when he realized he was talking too much?
What did the author do when he realized he was talking too much?
What writing quality does the author admire in the Biblical story of creation?
What writing quality does the author admire in the Biblical story of creation?
What was the primary concern of the steamboat companies regarding the bridge construction?
What was the primary concern of the steamboat companies regarding the bridge construction?
What strategy did the wealthy steamboat owners employ to prevent the bridge construction?
What strategy did the wealthy steamboat owners employ to prevent the bridge construction?
How did Lincoln's speaking style contrast with that of Judge Wead?
How did Lincoln's speaking style contrast with that of Judge Wead?
What was the main argument presented by Lincoln's opponent in the trial?
What was the main argument presented by Lincoln's opponent in the trial?
What was Judge Wead's primary focus during his final talk in the trial?
What was Judge Wead's primary focus during his final talk in the trial?
How long did Judge Wead speak during the trial compared to Lincoln's response?
How long did Judge Wead speak during the trial compared to Lincoln's response?
What was the outcome of the jury's decision after Lincoln's brief argument?
What was the outcome of the jury's decision after Lincoln's brief argument?
What significant talent did Lincoln demonstrate through his Gettysburg Address?
What significant talent did Lincoln demonstrate through his Gettysburg Address?
Flashcards
Overtalking
Overtalking
Speaking excessively, often rambling or including unnecessary details.
Brevity
Brevity
Conciseness in speech or writing; expressing ideas in a few words.
Cutting phone calls in half
Cutting phone calls in half
A method for streamlining telephone conversations by preparing a list of key topics in advance.
Salesman's problem
Salesman's problem
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Herbert Spencer
Herbert Spencer
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Importance of brevity in conversation
Importance of brevity in conversation
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The fight against overtalking
The fight against overtalking
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Lincoln's brevity
Lincoln's brevity
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Importance of focus
Importance of focus
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Lincoln's Gettysburg Address
Lincoln's Gettysburg Address
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River Transportation
River Transportation
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Railroad Bridge Case
Railroad Bridge Case
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Judge Wead
Judge Wead
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Abraham Lincoln's role
Abraham Lincoln's role
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Effective communication
Effective communication
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Study Notes
Biggest Reason Salesmen Lose Business
- Overtalking is a major social flaw and a significant cause of lost business opportunities.
- Overtalking prevents a salesman from getting to the point and conveying their message efficiently.
- Salespeople who overtalk risk losing customers' attention and interest.
- A common complaint from clients and executives is that salespeople spend too much time on details.
- Brevity, focusing on key information, and quick delivery of the essential message are crucial for success.
- Abraham Lincoln's ability to condense his arguments to the essentials helped him prevail.
- Even notable figures like Herbert Spencer, the influential English philosopher, utilized strategies to prevent excessive talk.
Overcoming Overtalking
- Practice brevity by consciously avoiding unnecessary details.
- Create a concise list of discussion points before a call and stick to them.
- Manage telephone conversations effectively by structuring discussions for efficiency.
- Use concise language that gets to the point quickly.
- End conversation promptly when the objective is achieved.
- Practice the skill of keeping conversations brief and focusing on the main point
- Avoid unnecessary details.
- A salesman's knowledge should be substantial, but the delivery should be succinct
Anecdotes and Examples
- The author recounts personal struggles with overtalking and how strategies for brevity have helped improve sales.
- The case of a lawyer (Abraham Lincoln) who argued a case effectively by focusing on the crux of the issue, rather than lengthy speeches, is an example.
- A significant anecdote is the author's experience meeting with a busy executive who demanded quick answers and to the point.
- The story of Judge Wead and the Rock Island Railroad bridge case illustrates the importance of getting to the heart of the matter.
- The story of Herbert Spencer and ear pads illustrates a person using a technique to avoid over-talking.
- A poll of purchasing agents indicated that overtalking negatively impacted sales.
- The author suggests setting clear time limits to end conversations to avoid overtalking.
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