Pocket Sized Pep Talks

Are You Convincing or Connecting?

Episode Summary

As salespeople and entrepreneurs, we often think our job is to convince, but more often, our success depends on our ability to connect. Whether you're leading a team or closing a deal, the way you listen, the kinds of questions you ask, basically the way you connect can change everything. Pulitzer Prize winning author, and former New York Times correspondent, David K. Shipley sits down with Rob and provides fascinating links from the correspondent work he performed, and the work those in sales perform. It's all about trust, questions, listening, and more. If you want to sharpen your communication skills and lead with impact, this episode is for you.

Episode Notes

In this Pocket Sized PepTalk, you'll learn:

• Various techniques of interviewing along with multiple approaches to questioning.
• Techniques David found most effective for building trust quickly.
• What role listening plays in uncovering a deeper story, and how that parallels with what a good salesperson should be doing.
• As a journalist, how you read the emotional landscape of a conversation and decide how far you could push a question through an interpreter.
• What role does curiosity plays in getting a good story and how might salespeople use authentic curiosity as a tool.
• David's crossover from a business author to a fiction author with your new book, The Interpreter, and what made him want to write a fiction novel.
• How this idea of 'interpreting' apply to what salespeople and entrepreneurs do when they’re translating customer needs into solutions.

To learn more about this guest:

dshipler@comcast.net