2Bobs—with David C. Baker and Blair Enns Just Stop Talking
13 snips
Apr 10, 2024 Exploring how salespeople dominate conversations, the pitfalls of talking too much, strategies for letting the client lead, using marketing to improve sales efficiency, enhancing communication skills, improving listening skills, and gamifying sales conversations for better outcomes.
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Recorded Sales Calls Feel Dehumanizing
- David described receiving automated recorded sales calls that pretend to listen.
- The experience made him furious because he felt ignored and dehumanized.
Use A Visible Prompt To Stop Talking
- Put a visible reminder to shut up before sales calls, like a sticky note or card.
- Blair recommends simple prompts (e.g., STFU or 'stop talking') to curb talking impulses.
Track Talk Time And Aim Low
- Measure your speaking ratio with meeting transcribers and aim below 40% talk time.
- Blair cites a sales benchmark of about 30% salesperson talk time for balanced conversations.