Shut up and sell.

Remember this old salesman’s adage:  “If you’re talking, you’re selling.  If they’re talking, they’re buying.”   Lay back and let clients verbalize their thoughts after you’ve shown your work.   Let them talk, especially if what they’re saying is positive. Don’t keep selling what’s already been sold.  Be quiet and let them take it away. They’re trying to talk themselves into liking your idea.  Shut up and let them.

About David Fowler

David Fowler is an Executive Creative Director in advertising in New York City.
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