"Blah, Blah, Blah, Blah, Blah"
Okay, this is not quite the level of a pet peeve for me but it can be something that leads to a struggling conversation at best and a lost deal and/or lost referrals at worst.
I am amazed at how many people start talking with an answer before they know the question.
Of course, I've pondered how they can do this and concluded that, while aggravating, it is not a crime to be:
- eager, or
- knowledgeable, or
- think they are knowledgeable, or
- think they must be show how knowledgeable they are, or
- psychic or
- highly caffeinated.
But remember the goal here.... communicate to provide maximum value to your clients, service providers, staff and, well, about everyone!
Trying to make a deal happen can make you have the urge to "push" information. Resist. Let me repeat. Resist. Really.
Show a little respect. If you keep cutting someone off when they really are trying to learn more, they will get frustrated or forget the important question you may later wish they had asked.
And, candidly, most people like to hear themselves talk. Guess what? It is okay to let them do most of the talking. Usually, it is the best scenario!
The person that dominates the conversation is not necessarily the one of the most value. It is not a contest (or a quarter bet) to see who can say the most words.
Another bonus of listening. The questions people ask often say more than their statements... IF you take the time to really listen. What are they asking the most about? Money? Schools? Neighborhood? Storage? Transportation? The color of the paint?
If you listen, you may learn the real fears they have and are afraid to directly express.
And that magic moment will give you an opportunity to be a person of value.
(More about how we are our own biggest obstacle here...)
Comments (11)Subscribe to CommentsComment