EXAMPLE on SOFT SKILLS
Two salesmen eagerly race to your door! The first one wins your attention. You let him in and he shows you his latest model vacuum. He tells you all about its sucking capacity, its ease of operation, the factory warranty, and the differences between different models. With a patient but zoned-out bored look, you let the man leave. He passes the second salesman waiting on your porch for his turn.
You yawn and let the second guy in. But there's something different about this other salesman. He takes a moment to look around your living room. He sees a picture of your cute little girl and compliments you. He asks you a couple other "small talk" questions and gets to know you better. He listens to you. He really listens to you and the problems you face. Somehow he knows how to gently draw out your general home cleanliness concerns. He has suggestions on how to clean drapes more effectively, how to dust without leaving streaks--nothing directly related to vacuum sales just yet. Nevertheless you are drawn in. This salesman has converted you as his friend. You trust him and believe him. Then the salesman points out the benefits you'll receive if you purchase his vacuum. Plus, you notice that he knows just as much about the product and company and the first guy! Hmmm...
QUESTION: Which one closes the sale?
ANSWER: The one who used his "soft skills"-- the latter one.