A short YouTube monologue by Timothy Schucker advising salespeople that phone selling is a different skill than face-to-face (in-home) selling. The speaker recounts personal experience watching effective face-to-face agents fail on the phone and argues that sellers must center conversations on the client (their interests) rather than talking about themselves, credentials, or company.
When you're on the phone, it's a different game than when you're in the home. I'm telling you, I've done both. And I've seen guys that are great face to face get destroyed on the phone. Like, I'm not touching that. I'm going back to the face to face, man. I'm done with this Facebook stuff. I can't do it. They didn't have the right approach. When you're talking to someone, what do they want to talk about? Themselves. Okay, so if I got up here and I talked about me all day, who cares? You don't even have to raise your hand. So what you have to realize is that your client wants to talk about them, not about you. Nobody cares what company you're at. Nobody cares about your last name. Nobody cares about about where you went to school or what you're doing. Make friends with them later.
