Talk may be cheap, but salespeople often spare no expense when it comes to spending lots of time saying lots of words. That is why I created the Sales Mantra:

Say little, ask a lot.

I’ve been told by many of the sales leaders and salespeople I’ve had the honor of working with over the years that this one concept alone has impacted both the quantity and quality of their business.

Since words alone are not enough, there is a second part of the Sales Mantra:

Say little, act a lot.

Beyond our talking, the act of doing is what really matters most. This includes:

• Instead of saying how good you are, showing it.
• In lieu of telling buyers that you’re different, demonstrating differences that are truly meaningful to them.
• Rather than talking about growth, doing what it takes to make growth happen.
• In place of making commitments that aren’t always kept, making them and exceeding them.

We can’t talk our way into the hearts and minds of buyers, but we can act our way into their consciousness by saying little, asking a lot, and acting a lot. Your competitors will find that a hard act to follow.