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Being Interesting Is Overrated

Written by: Will Turner

Article Overview: You'll sell more by being "interested" than being "interesting."

Being Interesting Is Overrated

Do you want to sell more? If you do, you need to “be interested” not “interesting.” A good salesperson doesn’t need to be the life of the party, the funny person or even possess the gift of gab. While none of those things are bad, to be really successful, you simply have to show others that you care.

So how can you “be interested?” The quick answer is don’t fake it. Many salespeople throw in the gratuitous “I understand” accompanied by a nod of the head in an effort to show empathy when talking to someone else. If you’re not sincere, others will see through your misguided attempt. The easiest way to spot a fraud is to check out what they do next.

If someone is faking it, they’ll continue moving full steam ahead with their agenda which is usually to close the sale. We’ve all seen salespeople like this; you might even be one of them. If you’ve ever sat in a meeting with a prospect and found you were really not listening, you’re guilty. You might have heard what your prospect was saying, but it didn’t change what you said in return. You were on a mission. Or maybe you’ve interrupted a prospect before he finished talking to excitedly explain how you could do this or do that for him, because you think you’ve hit on his hot button.

To “be interested,” you don’t have to say too much of anything. You just have to ask questions and really listen. People are flattered by rapt attention. And in today’s fast-paced, time-starved existence, it’s truly a luxury to have someone stop long enough to show genuine interest in us.

So the next time you are having a conversation with a prospect, or anyone else for that matter, challenge yourself to focus intently on the other person. Show sincere interest by asking questions and then stop and listen. Maintain good eye contact and don’t get distracted by your surroundings or your own random thoughts. Probe and clarify after the other person answers your questions. Fight the urge to explain or give your two cents worth.

In fact, the best test is to speak only in two situations. The first situation is when you ask a question. The second situation is when you are answering a direct question from the other person. If you can master this skill, you be well on your way to “being interested.”

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