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Mark Goulston Quotes

American - Psychologist | February 21, 1948 -

Salespeople are in the decision business. Their livelihood depends on the decisions of others.

Business Decision Decisions Others

Buying involves decision-making. It's a performance activity, like sports or acting.

Sports Performance Acting Buying

When you're actually talking over someone, it's as if you're just pontificating and they're not even there. And their body language - they're trying to get away from you. And if you're pontificating at an audience, and there's a break, the non-martyrs in the audience are not going to come back. I mean, they just want to get away from you.

Language Someone Talking You Body

I think people don't want to be persuaded. And people don't even like to do the persuading.

People Think Want Like Even I Think

You may have heard the saying, 'When you're in love, smoke gets in your eyes.' Well when you're talking, smoke gets in your eyes and ears. Once you're on a roll, it's very easy to not notice that you've worn out your welcome.

Love Eyes Welcome Saying Talking

In the first 20 seconds of talking, your light is green: your listener is liking you as long as your statement is relevant to the conversation and, hopefully, in service of the other person. But unless you are an extremely gifted raconteur, people who talk for more than roughly half a minute at a time are boring and often perceived as too chatty.

Time Light Service People Green You

One reason some people are long-winded is because they're trying to impress their conversational counterpart with how smart they are, often because they don't actually feel that way underneath. If this is the case for you, realize that continuing to talk will only cause the other person to be less impressed.

Smart People Feel Trying You Person

People act on what they want more often than what they need.

People Want More Need Act Than

People really don't like to be inconvenienced. If you don't agree with that, ask yourself how you like it when it happens to you.

Yourself People You Ask Agree Like

When you know you haven't been connecting with, persuading, or getting through to someone, consciously pause before meeting them and say to yourself, 'During this conversation, I am committing to being present and to connecting.'

Yourself I Am Present Someone You

Do something to help your community or people around you. That will help you feel more worthwhile and less alone.

Community Alone People Help You

Too often, founders make decisions before determining whether they are the right thing to do. These decisions often create chaos in their companies where people are having to jump from the last 'great idea' to yet another unproven-and-about-to-be-poorly-executed one.

Great People Chaos Decisions Create

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