Sometimes as client facing and sales people, we get long winded. We tend to go on about our product, our service, use our jargon, about our accomplishments, what we think, what we know, what we feel. It’s important to recognize that none of that matters. None! Unless the client or prospect ask and when they do, you need to be concise in your answer and then ask specific questions to keep the prospect engaged.
Some tips to overcome the bad habit of rambling on and on about yourself or your company.
- Write 5 or 6 questions down before your interaction with a prospect or client. Since you have a goal for the interaction (you do have a goal, right?) 😉 Your questions should lead the prospect towards that goal. Make sure the questions are easy and concise, this will allow the prospect to easily answer them and not get confused.
- Refine your messaging to the most clear, simple and quick explanation possible. Too short, you leave the prospect wondering; Too long, they get lost and confused. Bewildered or wondering prospects generally don’t engage and don’t lead to a close.
- Practice. Practice. Practice. This is a theme you will hear over and over again here from the SalesShifu. In order to get better and have greater verbal sales fluency, you need to do it. Just like martial arts, you won’t get better reading about, watching Bruce Lee movies, you need to do. You need to be able to challenge yourself and that only comes when you practice and you have a coach or your SalesShifu push you. You will see the greatest gains when the uncomfortable is no long uncomfortable.