Have a point. It’s so much more interesting for the listener!

The recent talk about the demise of “nice” salespeople along with the aggravation of traveling over the holidays conjured up memories of one of my favorite holiday movies, “Planes, Trains and Automobiles.”

One of the best scenes is when Neil Page (Steve Martin) finally blows his lid at “nice guy” shower ring salesman Del Griffith (John Candy) and his meaningless blabbering. Martin’s tirade concludes with, “Have a point. It makes it so much more interesting for the listener”! http://bit.ly/f15eUg

I’ve got to believe that you’ve experienced a “Chatty Cathy” at some point in your life, either in the form of a colleague, a friend or even a salesperson. Talk about annoying!

If you happen to be on the “talking” or selling side, improving your success could very well start by asking yourself the following simple question before you pick up the phone or start typing:

  • How relevant and useful will the recipient find the topic that I’m calling or writing to them about?

With the volume of chatter that buyers receive from advertising, marketing and creative firms at a mind-numbing level, the “gift of gab” is a gift that no one really wants other than perhaps your deaf old aunt.

So, the next time you reach for the phone or start typing a letter or email, stop and think about it. If what you’re about to say or send is not something that they will likely care about, hang up or peel your fingers from the keyboard and find one. Otherwise don’t waste the time – theirs and yours.

Want to know what you can do to make your lead generation approach more magnetic to prospects?  Read more

Please share your thoughts, so long as they are relevant, of course 🙂



  1. Kerry Silver 01/11/2012, 5:20 pm Reply

    I couldn’t agree more! I am more likely to listen if someone briefly states their point and then gives me the opportunity to indicate further interest. And, help me understand what’s in it for me so I can decide whether I care to continue the conversation. I don’t mean to be cold, I’ve just got a lot on my plate. Don’t waste my time with chatter.

    • admin 01/12/2012, 5:40 pm Reply

      Thanks, Kerry. Yes, time is precious so it helps to quickly get at the “what’s in it for me” in a concise way.

  2. Ralph Destito 01/12/2012, 2:16 am Reply

    Having now been on both sides of the fence…pitching and catching the info it all goes back to the 101 of listening more than talking. Kudos on keeping it simple and making me smile in the process.

    • admin 01/12/2012, 5:45 pm Reply

      Good suggestion Ralph. Thanks. Who was it that said “…that’s why you have 2 ears and 1 mouth?” Smiling is good.

  3. Ed Roth 01/12/2012, 2:49 pm Reply

    As someone who makes calls to secure new biz, I try to avoid fake “nice” chatter that’s obviously sales-y. Let’s face it, both parties know that I’m selling something. However, knowing something about their biz and issues (if possible) before the call is essential, Then you have a shot at having a conversation (it takes two to have one). Sales 101, but often overlooked. 🙂

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