When we tell rather than ask, we often control the pace of conversation.
We drive faster than our potential client wants to drive.
It stands to reason, then, that perhaps the single biggest key to slowing down is to talk less.
When we go to fast for our potential client, we repel them.
That’s the real danger.
They may describe it as a whiff of desperation. Or that our overbearing talking was off putting. Both may be true.
But it’s our exuberance and excitement that should be traded for patience so we don’t create a mismatch between our desires and our client’s preferred pace.
Slow down. Talk less. Move at your client’s pace, and you’ll find a sales process that’s more successful and enjoyable.
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