So have you ever noticed the best sales people listen 90% of the time? Or that there are very few superstar sales people?
Long ago my mother taught me I have two ears and one mouth, meaning I should listen more than I talk. Yet sometimes it’s frustrating to not get in the final word in a conversation.
Apparently I’m not alone in this feeling, and seemingly everyone I talk with lately feels compelled to always get in the last word. Whether in-person or online, conversations invariably end along these lines:
THEM: Thank you.
ME: You’re welcome.
THEM: Enjoy your day.
ME: Thanks. You too.
THEM: You take care.
With no completion in sight.
My friend Captain Obvious recently observed how communications has changed over his lifetime. Granted, the internet, email, cell phones, and the rest have altered messaging strategies, but one thing remains the same: that desire to deliver the final word.
If you’re speaking with family or close friends, it probably doesn’t matter. Business is a different story, though.
Because if you’re MY vendor and only care about “winning”, your verbal competitiveness will put me off and make me think twice about hiring you.
In that situation I’m going to feel you’re more concerned with your next response than hearing what I actually have to say.
In fact, you could do a great job, provide awesome service, and be fairly priced, only to lose the sale because you talk too much.
Yup…good selling is a combination of hard factors (price, location) and soft ones (active listening).
And insisting on getting in the last word every time is NOT good listening! You’re winning the battle…but not the war.
And odds are excellent you’ve fallen into this habit yourself without even realizing it.
Furthermore, if your customers are annoyed by this verbal tic, you’ll probably never even know about it.
However, if you suddenly find yourself losing customers without any obvious reason, perhaps it’s time to examine your speaking patterns. You might be surprised to discover the problem is that you like the sound of your own voice too much.
With that said, I wish you a week of profitable marketing.
Find better marketing tools at www.askmrmarketing.com.