I have written quite a bit about business communication and how to make the most of sales pitches and networking opportunities—but one thing I haven’t really written about is the tendency some of us have to talk TOO much when we are interacting with prospects and customers. If shyness is a problem for some small business owners, than talking too much and be too dominant in interactions is a problem for others.
Do you say a dozen things when you really only need to say one? Do you feel uncomfortable with silence and feel like you need to keep talking so that silence can be avoided? Do you feel like you didn’t say things right the first time and try to reiterate and recompose what you are trying to say? Do you use several stories and metaphors to get your point across when one (or none) would do?
You can see where I’m going here—there are so many ways to just keep talking and rambling and not give the other person a chance to either say something, or take in what has already been said. This is one of those stereotypes of the salesperson—that they just talk and talk (and talk fast too) without giving anyone else a chance to speak, or for a little silence to hang between two or more people.
If you suspect you might be someone who talks too much—you can retrain yourself. Practice saying a few simple things and learning how to ask questions. I find that people who are good question-askers and good listeners make the best sales and business people anyway. After all, making sales is more about what you know about your customers than what you can tell them about you or your business. Slow down, keep things simple, and practice getting increasingly comfortable with silence. Believe it or not, saying less will make you a better communicator!
Also: Are You Better at Facts or Relationships in Business?
You Never Know Who You’re Talking To