I have a running joke with an old friend. We often go extended periods without connecting, so when we finally do, it's common for her to talk at length about what's been happening in her life. After several minutes, she'll say, "But enough about me. Let's talk about you. What do you think of me?"

It's a Bette Midler line from the movie Beaches. And no, I didn't know that. I had to be told. Don't go revoking my Man Card just yet.

It's more than just a funny line, though. I've taught my sales teams this for years: Every decision maker with whom you meet is Bette Midler's character. They love to talk about themselves. In fact, the more you let them talk about themselves, the more they will like you. And they're not even sure why.

Complete your profile to continue reading and get FREE access to BenefitsPRO, part of your ALM digital membership.

  • Critical BenefitsPRO information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.