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Stop Talking, Start Solving: 5 Lessons from "Shut the Hell Up and Sell"

American Single Malt Whiskey poured into a glass on a wooden bartop, heading off an article by Sailor Guevara, WHiskey Magazine's 2020 Icon of WHiskey, for Business & Bourbon.

I finished the audiobook Shut the Hell Up and Sell by Ronnell Richards. He flips the script on traditional sales tactics, showing how true success comes from focusing on client solutions, not self-promotion.

Here are five key takeaways that resonated with me:

1. Own the Relationship, Not Just the Deal: Your client experience may be stellar, but social capital doesn't always follow you. Understand if you're building transactional or transformative relationships. It is crucial for long-term success.

2. Ditch the Gimmicky Playbook: Forget about "closing techniques." I enjoyed the Scooby Doo reference in the book. Be like Velma – solve the client's mystery (their pain points) with the best solution. That's how you build trust and lasting connections.

3. Master the Art of Note-Taking: Every detail matters. Capture critical points from discovery and proposals to craft natural, organic sales conversations. Clients won't always tell you everything, so be a detective and connect the dots.

4. Ditch the Preconceived Notions: Approach each customer as a blank slate. Let the facts guide you, not your assumptions. Avoid the "right vs. getting it right" trap.

5. Listen More, Talk Less: This might seem counterintuitive, but powerful listening is the cornerstone of building trust and understanding client needs. When all else fails, shut up and listen.

P.S. If you're tired of the traditional sales grind, "Shut the Hell Up and Sell" is a must-read.

Meet the Author

Sailor Guevara

Alicia (M) Morgan, PMP ®, PMI AM-MC

Award-Winning High Impact Leader | Agile Metrics Certified | Expert Facilitator | PMP Certified | LinkedIn Top Voice | TEDx Speaker | Keynote Speaker | Dallas Business Journal Women in Technology Awards Honoree

Alicia M. Morgan is an Award-winning high-impact leader, expert facilitator, top keynote speaker, and Project Management PMP® consultant.

With a diverse background spanning Fortune 500 companies, nonprofit STEM Education program leadership, and college/workforce readiness initiatives, Alicia’s career journey is remarkable.

Alicia’s impressive accomplishments include achieving her PMP® certification with above-target scores in all knowledge areas. As a Lead Project Management Consultant, she has helped numerous organizations develop innovative solutions and optimize project and program management.

Alicia’s expertise has been recognized through accolades such as the Advocate Honoree at the Dallas Business Journal Women in Technology Awards. She is also a sought-after speaker, captivating audiences with her insights at TEDx talks and keynotes. Her thought leadership has been featured in reputable publications, including Dallas Morning News, Ms. Magazine, Chicago Crain’s for Business, The Hill, Visible Magazine, Dallas Business Journal, Garnet News, and SWE Magazine.


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