Sales Corner “Small Talk”


The term small talk is misleading. It sounds unimportant, irrelevant and . . . small. But as every sales person knows, this is often where the sale is made. Friends buy from friends and the seed of friendship is often in that initial small talk. If one questions its value, one merely needs to read Benjamin Disraeli’s quote:

“Talk to a man about himself and he will listen for hours.” – Benjamin Disraeli

He not only points out that small talk is powerful but also the fact that the SUBJECT is important!! Good small talk with a customer should be centered on the customer. After small talk, you should learn a lot about your customer and he should have learned very little about you . . . and you will have made a friend . . . AND A SALE!



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