In sales, this tactic comes across as pushy, arrogant, and uncaring. It doesn't have to be this way. Admittedly, it may take great restraint to resist the temptation to dominate a conversation, but when you do, you are rewarded with an appreciation for your interest and attentiveness. Simply by changing your approach and becoming a discovery expert, you will receive relevant answers for how to better connect and serve others.
In sales, adopting a domineering approach can lead to perceptions of being pushy and arrogant, which are detrimental to building relationships. Instead of attempting to control conversations, resisting this temptation can yield positive results. When sales professionals demonstrate genuine interest and attentiveness, they cultivate an appreciation that fosters better connections with clients.
By transforming into a discovery expert rather than a dominant speaker, salespeople can elicit relevant insights that allow them to connect more effectively with others. This method not only enhances rapport but also equips them to better serve their clients' needs, as outlined in Susan C. Young's book, "The Art of Connection."