Control is good; dominate not so much?
When you control the conversation you manage it in such a way that you guide your client to discuss what is most important to him. That’s good, isn’t it? This ultimately allows you to present a solution to his needs. You do this by asking good questions.
When you dominate the conversation, you generally talk too much. A lot of the time your prospect or client is politely waiting for you to stop or at least pause, so he can state an excuse to end the meeting. Some of you know what I mean, don’t you?
One of the best ways to control the conversation is to use a tool that I call “Say It/Ask It.” “Say It/Ask It” simply means that after you say something important to your client or prospect, you follow with a brief question to maintain his involvement and get his feedback. This way you continue to keep him engaged and interested and simultaneously get the information you need to move your sale forward. Even if he doesn’t answer your question out loud, he is certainly thinking about it, isn’t he?
If You’ve been paying attention to the preceding, you’ve already realized that I’ve been utilizing “Say It/Ask It” all along.
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