Monday, July 25, 2011

The Barbara Walters Method

I recently came across an article by Kim Duke. Thought you might enjoy this excerpt...

"....When a reporter asks me who taught me how to sell - I always tell them Barbara Walters.

I had no interest in being a "cheesy salesperson" - I wanted to be a superior interviewer who just happened to sell.

The 3 Best Sales Tips You Can Learn From Barbara Walters?

1. Don't pressure.
If you're talking to someone intrusively and you make them feel pressured - they will clam-up, stone-wall, freeze you out in less than 3 seconds. Barbara rarely slipped up on this. She would make people feel comfortable, usually in an environment of their choice.

2. Don't ask stupid questions.
Barbara didn't ask the typical boring questions that other reporters would ask. She was and is known for her exceptional research skills. She would find the little piece of information that was a hot button - and then find a way to work it in.

3. Make people FEEL.
Barbara is also known as the interviewer who could make anyone cry. She would ask the hard question and yet with respect. And she always caught her subject off guard - where they showed their authentic side. (How easy do you think it is to interview professional actors who've been asked everything?)"

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