Nothing makes a sales person sound more insincere and afraid than speaking too quickly. 

If you’re not calm and comfortable in your own skin, buyers are going to pick up on this and treat you accordingly.  I suggest that you role play your company’s message and sales conversation to the point where someone could wake you up at 3am and have the sales conversation without hesitation or fear.

 The most important thing however, is to speak with a pace that isn’t too fast.  When you speak too quickly, you sound like you’re trying to get everything out as fast as possible.  This type of communicating does not allow buyers to participate in the conversation.  And that’s exactly what a selling situation should be  - a conversation. 

 When I listen to new reps (and some vets) sell, I am often reminded at how much better their results could be if they slows the pace of their speech down and allowed buyers the opportunity to speak more. 

 Don’t speak so slowly that you should stoned or drunk, but to take the time to clearly enunciate and sound like you know what you’re talking about.

 You’ll have much better conversations that will move sales opportunities along farther and fasted because people will buy into your confidence.

Tags: Communication, Speaking

This entry was posted on Friday, March 14th, 2008 at 11:01 am and is filed under Sales Reps. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.