Who does not know how to shut up does not know how to sell

Who does not know how to shut up does not know how to sell

1 Who does not know how to shut up, does not know how to speak ... and does not know how to sell

The Melopeo, by Pedro Cerone

Traditional knowledge indicates that: " Who does not know how to shut up can not speak " and is of dark origin (1) It is sometimes attributed to Pythagoras of Samos , but in the attached note I indicate many others ancient origins. And of course, if you place the phrase indicated in this paragraph in the search, you will know many other comments or modern expressions of the same statement. Who does not know how to shut up does not know how to sell is a version of the traditional saying, which we have modified to the formative aims of this article.

On the relationship between silence and prudence there are multiple observations in the whole history of thought. For example:

  • To know how to speak before you have to know how to listen (Plutarch)
  • It's better for a man to have his mouth shut and to be silly than to open it and that others are convinced of it. (Pythagoras)
  • Better a word in time than a hundred at the wrong time. (Cervantes)

And many others. So we will not expand on it. It will be of our modified phrase of which we will speak in this postcard.

Basically with these phrases we are warned of the necessary prudence that we must have in speech. We must avoid that verbal excess leads us to compromised situations, that is why we are urged to speak little, with the idea that if we do so we will avoid the bad consequences that verbal incontinence can lead us to.

But it is not just about speaking little, it is not a measure of quantity that makes us overflow when speaking. You can also "sin" -things in trouble-if we speak little ... and we do it badly. It is the substance of what we say, which can lead to bitter situations. On the other hand, if we talk a lot - even if we do it well - if what is said goes beyond what is strictly necessary, even if it does not bring us problems, the excess will make us spend time and energy.

2 For us sellers

But these general tips that are valuable in their generality, how do sellers affect us? An almost silent salesman ... can he be a great seller? Is not this characterized precisely by knowing how to speak and be able to answer any objection or statement of the client? Are not verbal skills a strong point of the person who wants to devote to this job?

Perhaps we should have titled this postcard with the phrase: Who does not know how to shut up can not speak ... and does not know to sell. By this we mean that a fundamental part of useful speech, that is, the one we use to trade with others, requires knowing how to be silent in a timely manner, at least, such as speaking diligently.

It is commonly accepted that one knows or learns more, listening than talking, probably because when we speak we can only tell what we know and, instead, when we listen we can learn from the other what we may not know.

Talking It is a basic quality of the rational being but although speaking is necessary, however it is not enough if what we want is to improve our position -in the field that is- with respect to others.

For all men talk and silence are two categories that you have to know how to handle effectively, but for the seller its effective use conditions the level of your income, so, speak and be silent, must be the two sides of the seller real estate.

Silence is, in this case of the sale, to listen. Listen to the other, the prospect, the potential buyer.(2)

But for that, we should not put ourselves in a passive position to see what this one tells us? But the listening must be a consequence of the Question System that we have previously set in motion. That is, we actively listen to the answers of the Other, to the questions we have asked him before. That is to sell; at least, as POPE says, in the initial phases of contact with the client.

On the other hand, the "golden silence", the techniques of active listening, the observation of the non-verbal behavior of the other or the non-interruption of his discourse, are paths that are traveled in silence and that give us the opportunity to learn more about the Other, the prospect, the potential client.

Let us handle our words with care, be greedy of our own speech, let's say what we want to express, with the greatest economy of words, take advantage of the initial time of sale, more to learn than to teach ... and our results as salesmen will improve significantly.

Miguel Villarroya Martín to February 26, 2016/Madrid. Spain/LdF.008/ventasgrandes.net


(1) The attribution of the saying " The man who does not know how to shut up does not speak either " It has a long shadow in history and there are multiple parents of this great reflection. I have even found a Web that the same phrase, with very light and different expression, attributes to two different authors: Pythagoras of Samo and the Roman Publio Sirio .


In order to realize its possible origins -and learn more expressions of this same sentence, from established authors-, see Chapter 37, p. 99 to 101, from El Melopeo and maestro, a treatise on theoretical and practical music in which one puts on what one, to become a perfect musician, needs to know ..., that Don Pedro Cerone , chaplain and servant of Felipe III , dedicates to his majesty the King of Spain . (Napolés, JB Gargano and L. Nucci, 1613) From these pages we extract:

Chapter XXXVII: Follow the same subject: where the danger of much talking and damage that is caused from much talk; and of the virtues of silence

Being asked by the philosopher Zeno Stobeo why Nature has given us two ears and a single tongue, he replied: To make things more that are heard that those who speak ...

Xenócrates asked why the mute was done, he replied: Because many times I have been punished for having spoken and never to be silent ... Therefore, Spintaro praising Epaminondas a lot, among other things, he says that he knew and knew a lot and spoke little, although he had a facility for one and the other. He correctly knows what ten who knows how to silently know.

Thales said that the many words do not make the wise man, but the few. According to Plutarch: well-ordered silence is of great wisdom and greater excellence than talking (than talking). For which Pliny says that it is not less than Oratorical to know how to keep silent, that knowing how to speak; therefore Pytaco came to say that who does not know how to shut up can not speak. According to most sales training experts, the answer is No. Selling means asking, at least during the initial stages of the sale. Jeffrey POPE. Telemarketing Marketing by phone.

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