For Impact


Talking Time: You v. Them

The Ask | | Nick Fellers

It’s a sales mantra: Selling is not telling.

We all talk too much on sales calls/visits/presentations.

Do whatever you need to in order to get the other person talking. The more time he/she is talking, the better.

In fact, often I will say, “I’m talking too much. Tell me what you think about…” [Then I shut up and listen – it’s harder than it appears.]

Note: Watch what happens to the other person’s body language when you be quiet and engage her in the presentation by letting her talk. Watch as it changes from ‘lost fog’ to ‘enthusiastic engagement’.