Sell More by Saying Less

When selling, the fastest way to turn off a potential customer is to talk for too long. I once asked New York real estate queen Barbara Corcoran, founder of the Corcoran Group for public speaking advice I could share with my clients. Her response: "Nobody is as interested in you as you think they are." Harsh, perhaps, but she has a point. As information continues to overload us, it's more important than ever to be succinct. I often recommend that business owners practice describing their product or service in 140 characters (about 20 words) or less, the length of a message on Twitter. Try it yourself, then check out attempts by fellow readers.

To continue reading this article you must be a Bloomberg Professional Service Subscriber.