{"id":801,"date":"2007-04-04T07:14:14","date_gmt":"2007-04-04T12:14:14","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-robotic-nodder\/"},"modified":"2007-04-04T07:14:29","modified_gmt":"2007-04-04T12:14:29","slug":"the-robotic-nodder","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-robotic-nodder\/","title":{"rendered":"The Robotic Nodder"},"content":{"rendered":"<p>I came across an interesting article from Selling Power titled <a target=\"_blank\" href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=1&amp;Layout_ID=627&amp;ARTid=2865&amp;nDate=April+2%2C+2007\">&#8220;Stop Nodding and Ask.&#8221;<\/a>  A far too common mistake I make with my wife is nodding as if I am paying attention, understand and agree with her.  This interaction usually occurs when I think I am just too busy to stop what I&#8217;m doing and listen to what she has to say.  Unfortunately, she always catches me and rightly busts my chops.  You would think after 23 years of marriage I would learn.  <\/p>\n<p>Okay the article isn&#8217;t written for the purpose of having better spousal communication.  It is written for salespeople to ensure that they don\u20ac\u2122t fall into the trap of simply nodding their heads and pretending that they understand or agree with the prospect.  Joel Epstein, CEO of <a target=\"_blank\" href=\"http:\/\/www.frictionfactor.net\/Page.asp?Script=1\">Friction Factor<\/a> and author of <em>The Little Book on Big Ego <\/em>gives some great tips that we as salespeople can use to push our ego aside and ask questions (instead of vacantly nodding). <\/p>\n<blockquote><p>ADMIT to yourself that you don\u20ac\u2122t understand.<br \/>\nASK for clarification when you don\u20ac\u2122t \u20ac\u0153get it.\u20ac\u009d<br \/>\nADJUST your thought process to accept and understand the new concept.<br \/>\nACHIEVE incredible growth by learning something new or embracing a new concept.<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"<p>I came across an interesting article from Selling Power titled &#8220;Stop Nodding and Ask.&#8221; A far too common mistake I make with my wife is nodding as if I am paying attention, understand and agree with her. This interaction usually occurs when I think I am just too busy to stop what I&#8217;m doing and listen to what she has to say. Unfortunately, she always catches me and rightly busts my chops. You would think after 23 years of marriage I would learn. Okay the article isn&#8217;t written for the purpose of having better spousal communication. It is written for salespeople to ensure that they don\u20ac\u2122t fall into the trap&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-robotic-nodder\/\">Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,9],"tags":[],"class_list":["post-801","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-cV","jetpack-related-posts":[{"id":14214,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/01\/the-non-verbal-advantage\/","url_meta":{"origin":801,"position":0},"title":"The Non-Verbal Advantage","author":"Derrick Moe","date":"January 31, 2018","format":false,"excerpt":"Sometimes successfully closing a sale comes down to slight advantage. One of the overlooked aspects of selling is communication, specifically nonverbal communication.\u00a0 I get the chance to discuss this topic with salespeople often...and often it is overlooked.\u00a0 This Inc.com article provides a good reinforcement to nonverbal communication's importance. Consider this\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/01\/Gesture.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/01\/Gesture.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/01\/Gesture.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":2478,"url":"http:\/\/selectmetrix.com\/blogs\/2011\/03\/conventional-wisdom-about-sales-managers\/","url_meta":{"origin":801,"position":1},"title":"Conventional Wisdom About Sales Managers","author":"Derrick Moe","date":"March 29, 2011","format":false,"excerpt":"Here is an article from Eye on Sales that addresses a common sales management topic \u2013 should you promote your top salesperson into the sales manager role?\u00a0 I would argue that the conventional wisdom is to avoid making this mistake. From the article: Sales management mistake #1: Promoting top performers\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":46,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/experience-fact-or-fiction\/","url_meta":{"origin":801,"position":2},"title":"Experience &#8211; Fact or Fiction?","author":"Lee Fratzke","date":"May 22, 2006","format":false,"excerpt":"In this article from the Minneapolis StarTribune.com, the author discusses the growing demand for salespeople in the medical industry. One quote in particular jumps out: Medical salespeople often tell me it is rewarding to sell things that help people. I bring this topic up because it is of interest in\u2026","rel":"","context":"In &quot;Hiring&quot;","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":591,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/coaching-salespeople-with-focus\/","url_meta":{"origin":801,"position":3},"title":"Coaching Salespeople With Focus","author":"Derrick Moe","date":"January 20, 2007","format":false,"excerpt":"All sales managers must coach their salespeople. Many do so in a cursory manner, but that is typically not the most effective solution. I'm catching up on Selling Power articles today and kicked up this one - Coach Early and O.F.T.E.N. I'm typically not a fan of acrostics, but anything\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":582,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/7-deadly-sins-of-salespeople\/","url_meta":{"origin":801,"position":4},"title":"7 Deadly Sins of Salespeople","author":"Derrick Moe","date":"January 17, 2007","format":false,"excerpt":"From SM&M - The Seven Deadly Sins of Salespeople: 7. Chattering 6. Gourmandizing (never heard this word before) 5. Inactivity 4. Obliviousness 3. Shallowness 2. Presumptuousness 1. Ignorance You will need to follow the link to read the description of each \"sin.\" It is well worth the time as the\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1385,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/01\/buckling-under-a-price-discussion\/","url_meta":{"origin":801,"position":5},"title":"Buckling Under A Price Discussion","author":"Derrick Moe","date":"January 21, 2008","format":false,"excerpt":"Money is a difficult topic for many salespeople to handle with a prospect.\u00a0 Some salespeople buckle and collapse with large discounts while others simply avoid the topic as long as possible.\u00a0 As a sales manager, there are few things as uncomfortable as watching one of your salespeople crash and burn\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/801","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=801"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/801\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=801"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=801"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=801"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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