I read this article from Psychology Today “Strategic Thinking How to Get Your Way? New research dispels three common myths that prevent us from moving others,” 3/7/2013 by Nick Tasler.
The author tries to expose “three common misconceptions” about sales. Whether you know it or not, you will sell something today. “We are all in sales,” insists Daniel Pink, author of To Sell Is Human.
Myth#1: saying more sells more. The “fast-talkers and light-listeners were hardly better at sales than extremely introverted wallflowers. The top performers were actually ‘ambiverts’—those people who are smack dab in the middle of the introversion/extroversion bell curve. ‘Because they naturally engage in a flexible pattern of talking and listening,” Grant explains, ambiverts come across as “more conversational and authentic.’ They express appropriate levels of excitement without being in-your-face pushy or in-your-space creepy.”
Myth#2 empathy is the secret weapon. “This is a dangerous half-truth. It sounds good, but empathy by itself is not strategic enough to be effective. You must show some heart, but you can’t lose your head.”
Myth#3: optimism beats realism