Have you ever had something in your mind that you just had to get out? A single thing you have experienced that is so relevant, so important, so inspirational and impactful that you'll just die if you don't get to contribute? But this loudmouth knucklehead will just not shut up??
"YOU shut up!" ( Ever heard that one? )
Well, just do it.
No, that is not the secret that I'm going to share with you. It's solid advice, but I bet you're still thinking about your impactful statement, aren't you?
There is nothing that will ruin your listening skills more than thinking about what YOU want to say.
Here's a way to both improve your listening skills and reply with a much more thought out, formulated, and relevant response. I call it The Two Second Rule.
Imagine you're in a conversation with a solid prospect and they are responding to a question of yours. You just can't wait to point out the feature that is directly related to the information they just gave you. After all, that's what you're there for, to solve that particular problem, to relieve that pain point.
Don't do it! It's a trap.
One of my early mentors used to say, 'The first one that talks loses.' I never really liked that phrase because it implies that you are in an adversarial relationship, and that is never where you want to be. But it does illustrate a fundamental and common mistake. Talking your way right out of the sale is one of the most common pitfalls of even an experienced salesperson. Here's how to avoid it.
When you're in a conversation and after your counterpart stops talking, wait a full two seconds before responding.
"But I do that now." ( No you don't. )
Count it out, and I don't mean 'one, two' no, I mean counting it out in your mind like, 'one one thousand, two one thousand . . ' slowly.
This has multiple benefits. First, it let's your customer know you heard them and are giving their thoughts serious consideration. Second, it will give you a chance to think about what they said and put together a full thought that will be presented as such and not a mish mash of ideas spewing out of your head. Nobody likes a salesperson vomiting information all over them as soon as they stop talking.
The most important benefit of this simple technique however, is that this will give your customer a chance to give you more information. There is nothing so valuable from a potential customer as extra information. This is the information they have not rehearsed, said to other salespeople, or just plain made up. This information will be from the heart, and its priceless.
The beautiful thing about the Two Second Rule is that it will not only take your sales conversations to a new level, but it can be used in everyday situations to improve all aspects of your life. Silence is not only golden, but it's wisdom.
Adrian Cole, in his book "Look Smart! 10 ways to look intelligent" tells us that knowing when to be quiet is one of the top skills to appear intelligent, and after forming a cogent thought during your two seconds of silence, your conversation will back up that first impression.
Knowing how and when to shut up is one of the most underappreciated skills one can acquire, and the beautiful thing is, you can start right now.
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