Jill Konrath

The other night I was watching the premier of "The Network", a new HBO show about the decline of journalist integrity. There's a great scene in in which the new executive producer (Emily Mortimer) takes on the popular news anchor who'll do whatever it takes to get the ratings. 

In a fit of anger, she shouts out about the need to "Speak truth to stupid." I almost stood up an applauded. I'm so sick of our partisan news media that won't challenge the party lines.

Then, for some strange reason, I started thinking about what I did that was stupid. I hate when that happens. I much prefer to live in my own delusional world.

Recently I got an email from Ahmed that said, "Do you have anything on how to close sales? Getting into an account isn't a problem for me. But I get stuck after submitting a proposal.

"By this time, I've already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?"

I can't tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it's not the real problem. 

We all know how important it is to be a good listener. But I'm the lone voice in the wilderness talking about the vital importance of hearing. And I mean hearing from your customer's perspective. It's a grossly undeveloped sales skill in most sellers because no one has ever told them it's important or how to do it.

Five minutes. You wouldn't think it would be difficult to misconstrue those two simple words. However, after many years of marriage, I can assure you that it has two entirely different meanings.

To me, it's about five minutes, give or take a few. To my husband, it's exactly five minutes. On the dot. Not one second later. I drive him crazy.

Same thing with the word "Nothing." When my husband asks, "What's wrong?" and I say "nothing," he assumes he's off the hook. Truth is, he's in really deep trouble.

See where I'm going with this?

MARTY'S QUESTION: You often mention that it's bad to follow up with prospects by saying, "I'm just touching base." I'm struggling to find a decent alternative. What do you recommend?

Ever been in a slot canyon? It can be frightening -- especially when they're really narrow like the aptly called Spooky Canyon in Utah.

Last year, I hiked in about 1/4 of a mile when my claustrophobia hit. The path was so skinny that we had to walk sideways to get through. There were other hikers just a few feet in front of me, but I couldn't even see them with all the twists and turns.

It's true. I'm advocating that you go into a sales call totally stark raving naked. But I'm dead serious. All those brochures and handouts you bring into your initial sales meetings are actually getting in your way of making a sale.

I was sitting next to Brian, one of my client's customers. The previous day, I'd led a "Selling to Crazy-Busy Buyers" workshop at their annual sales meeting. Today, he was speaking on how to best work with people just like him.

I was delighted my client was bringing the actual "voice of the customer" into their sales meeting. That is, until I asked Brian how he liked to be approached by new salespeople. He was quick to respond - and very emphatic: