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When to stop talking

Some thoughts on when it is good to “hit the pause button” on sharing your knowledge and passion...

Starting meetings

Keep introductions brief.  Get to reviewing the agenda and/or asking questions asap.  If you go on too long, you risk losing their interest and attention early.


Asking questions

Ask one question at a time.  Resist the temptation to ask more than one question at the same time.  Give the client a chance to process the question and respond.


Trying to close a deal

Let’s say you are asking a client when they would like an engagement to start.  Give the client a little time to think and respond.  “Fill the void” with more information and you may talk yourself out of closing the deal.


This is not easy, however, forcing yourself to be patient will pay off.



 

Marc Kitz, Sales Coach 

860-836-8979 


 

Checkout my Sales Coaching blog - https://marckitz.com/


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