Sales, The Lost Art of Listening
- Feb 16, 2018
- 1 min read
(How I sold interactive TV services to a blind man)
Interactive television (also known as iTV) is a form of media convergence, adding data services to traditional television technology. These services include on-demand delivery of content, such as online shopping, games, and educational tools, including an online encyclopedia and thesaurus.
Back in the late 90’s I worked for a cable TV provider making phone calls to introduce their interactive TV services. When the man answered the phone I started my sales pitch. “Bob, for just $9.95 per month, we can turn your TV into an interactive media..” He abruptly cut me off laughing and said, “I wouldn’t have any use for that, I’m blind.” He then said, “Excuse me I have to get my kids working on their homework before my wife gets home or there will be hell to pay!” I laughed and said, “I hear you on that, but can I ask you a quick question?” He said, “Sure!” That opened the door for me to tell him about the educational tools like the on-demand encyclopedia to help his kids do their homework. He loved the idea and I closed the sale!
The moral of the story is to listen more than you speak and you will close more sales!
Content provided by Shaved Chimps
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