Everybody’s talking at me, I don’t hear a word they’re saying…
Harry Nielson’s song from the 60’s is truer than ever. Everybody IS talking at you, loudly and from every direction. They’re talking at your clients and prospects, too. When noise (information) is coming in through a fire hose, in self-defense they quit listening. What’s a poor sales rep to do?
Shhhhh! Listen. Stop talking. STOP TALKING! You’ll have a chance to talk. Ask a few questions to kickstart the conversation, then listen to what the other person has to say. Ask a few more questions. Listen a bit more. Don’t be so anxious to jump in with your spiel. When the other person starts asking you questions, then you’ll have a chance to talk. And be heard.