Know when to stop talking

Have you ever found yourself in a situation when you felt like you had presented your ideas well, your solution clearly, your case succinctly, but then something happened.  You kept talking, and talking and talking. It was almost like someone had taken over your body/brain and kept trying to make a sale that you had most assuredly had already made. Then as you continued to talk, you slowly watched the sale start to slide away.

I have been on both sides of that particular coin. I had already pretty much decided to go with this company and the guy just kept talking and talking and talking.  By the time he finally left my office I had changed my completely and decided to go with someone else. In fact, there was absolutely no way I was going to buy what he was selling.

I have also been on a pitch appointment and the prospect made me so uncomfortable that I just kept talking and talking and talking.  It was a nightmare appointment and when I thankfully got back to my office I quickly sent off the “we are not a good fit” letter, effectively saying “no” to them before they could say no to me (discussed in my next blog).  Awful.

The point is less is more.  In marketing, in selling, in writing, in most things, less is more.  When you have finished your pitch, your demonstration, your conversation, your Q & A, Shut Up. If the prospect continues to talk to you, then you continue to engage, but you do not continue the conversation pointlessly. Above all you do not keep selling. Once you are done you are done. Trust yourself that you have done all that is necessary to get the job.

Say what you came to say, thank the prospect for their time, then close your mouth and leave.