Many sales people are notorious for speaking too quickly and this habit can cost them money in lost sales. Here are 15 critical times sales people should slow down:
1. When opening a telephone call with a new prospect. Most people are not fully engaged when they initially answer a call. The majority or still focused on the task they were working on when the call came through so slow down until you have their full attention.
2. When speaking to someone who is calling from their cell phone. Most cell phone connections are not as clear as a landline so it is important to slow down your conversation to ensure that the other person hears everything.
3. Immediately before you ask for the sale. Many people are nervous asking for the sale. To relieve the stress associated with this, try slowing down and taking a deep breath before asking your prospect for their agreement or commitment.
4. When you begin your sales presentation. Too many sales people race through their sales presentations often due to nervousness. When you slow down before a presentation it gives you the opportunity to collect your thoughts and to think about the key points you need and want to make.
5. Before you respond to a question. Instead of blurting out a quick answer, take a few moments and carefully think about your response. This will help you build credibility and gain your prospect’s respect (providing of course that your answer is appropriate).
6. Before sending an email. One of the biggest time wasters is sending an email and forgetting the attachment. Do yourself a favor and slow down before you press ‘send’. Use this time to make sure your attachment is included and that your email is properly written and free of mistakes, spelling errors (including your prospect’s name!) and grammatical errors.
7. When introducing yourself. Do people ever ask you to repeat your name when you introduce yourself for the first time? If so, you are probably speaking too quickly. Slow down when you state your name so people can hear and understand it the first time.
8. Before you respond to an objection. Avoid the impulse to react quickly to an objection. Objections are not necessarily negative and slowing down before you respond can help you position your solution more effectively.
9. When you notice that you’re speaking too quickly. I often catch myself talking too fast, especially on the telephone and during presentations so I constantly remind myself to slow down.
10. If you feel your emotions getting the better of you. Sometimes people will say something that triggers an emotional response. Slow down before you say anything and prevent your emotions from affecting what you say.
11. When you don’t understand the other person’s perspective. When a prospect or customer references something and you are unclear what they mean, slow down for a moment before forging ahead with the conversation. Ask them what they mean by saying, “Can you clarify that for me?” or “What do you mean?”
12. When writing a sensitive email. If you need to write a sensitive email slow down and carefully choose your words so your message is not misinterpreted. However, I highly suggest that instead of sending an email in these situations, that you pick up the telephone and speak directly to the other person.
13. Before returning a call from a customer or prospect. Make sure that you have all the information necessary for the call before you dial. This includes a list of questions you need to ask if it is a prospect calling about a particular product or service. A few minutes of preparation can make a big difference in your results.
14. When you’re rushed. I realize that this sounds contradictory but here’s the rationale. When you are feeling rushed, you are more apt to make a mistake. So, in these situations, make a concerted effort to slow down, check your work and prevent a mistake from occurring.
15. When you don’t know the answer to a question. Many sales people feel obligated to respond to questions even when they don’t know the answer. Instead of falling prey to this fatal mistake slow down and tell your prospect that you don’t have an answer and that you will get it for them.
Speed isn’t everything especially in sales. You can stand out from many of your competitors by slowing down at opportune times. Great sales people know that slowing down at the right time can improve their sales results. Determine which of the suggestions in this article most apply to you and begin integrating them into your sales approach.
