Steve Herz is an author and president of The Montag Group, a marketing consulting agency for sports and entertainment talent.Don't Take Yes for an Answer: Using Authority, Warmth, and Energy to Get Exceptional ResultsHerz stresses that in business dealings, especially sales, if you constantly talk over your clients rather than listen to them, you'll miss out on opportunities to develop meaningful professional relationships.
I handed him a stopwatch. "The next time you get on a sales call, start the watch. Give yourself only seven seconds max to speak and then pause." Pausing also creates space for the other person to interject and add their thoughts. Even if the person you're speaking with doesn't say anything in response to your pause, and simply nods or laughs, these nonverbal assertions still keep the conversation moving forward. Also, pausing doesn't mean you won't be able to finish your thought. A lot of people think that they're supposed to speak to the period — to the very end of a sentence before pausing.
stevenherz Love this!
stevenherz I have been talking about this a lot with my team lately. If you want to connect with and learn your clients needs. You need to listen to them more.
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