Let the customer set the pace

Psychologists and linguists have found that humans retain more information when speaking with people who match their conversational rhythm. As sales people we should listen carefully to the pace of our customer's speech and try to match it. If you are talking to a quick talking New Yorker speed up and when talking to a person with a Texas drawl, slow down. You do not have to mimic the person but simply train yourself to adopt their verbal pace. This will help you get your message across because conversational rhythms are closely related to the speed with which we process information in our minds. A collateral benefit of doing this is that it forces you to listen very closely to the client.

Keep Smiling, Keep Selling!

Thanks Jim Busch