How I Raised Myself from Failure to Success in Selling Ch 23

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Questions and Answers

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?

Overtalking. (correct)

Changing topics frequently.

Interrupting others.

Being too quiet.

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?

Become aware of the length of the discussion. Signup and view all the answers

What was Harry Erlicher's conclusion about salesmen and their conversations?

They lose business because they talk too much. Signup and view all the answers

What did the author do when he realized he was talking too much?

He asked his wife to signal him. Signup and view all the answers

What writing quality does the author admire in the Biblical story of creation?

Its brevity. Signup and view all the answers

What was the primary concern of the steamboat companies regarding the bridge construction?

Loss of business to the railroad. Signup and view all the answers

What strategy did the wealthy steamboat owners employ to prevent the bridge construction?

Legal injunction. Signup and view all the answers

How did Lincoln's speaking style contrast with that of Judge Wead?

Lincoln was brief and to the point. Signup and view all the answers

What was the main argument presented by Lincoln's opponent in the trial?

Traveling east to west is equally important as traveling up and down the river. Signup and view all the answers

What was Judge Wead's primary focus during his final talk in the trial?

He focused on the rights of steamboat owners. Signup and view all the answers

How long did Judge Wead speak during the trial compared to Lincoln's response?

Wead spoke for two hours, Lincoln for two minutes. Signup and view all the answers

What was the outcome of the jury's decision after Lincoln's brief argument?

The jury ruled in favor of the railroad. Signup and view all the answers

What significant talent did Lincoln demonstrate through his Gettysburg Address?

Brevity and impactful messaging. Signup and view all the answers

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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Description

This quiz explores the impact of overtalking on sales performance and offers strategies for improvement. Learn how brevity and focus can enhance your communication skills to prevent losing business opportunities. Discover historical examples and practical tips for effective sales conversations.