You’ve likely heard it said – preached even – that you should let your prospect talk. There is some truth in this, but high performers do something different…
They practice: Cooperative overlap
What is often seen as “interrupting,” is actually engagement in the conversation. High performers are not stealing the floor, they’re talking in cooperation with their prospects.
In deals won – high performers are twice as likely to interject respectfully.
Here’s why:
- They’re the subject matter experts
- They’re fully engaged in convo
- It’s how humans talk
They will:
- Paraphrase
- Re-direct focus
- Finish sentences
In other words, they talk along with their prospect to keep the train on the tracks in a respectful way. Leaving it to the prospect, or deferring to others risks deals.
Selling is leadership.
I was introduced to this by Matt Dixon and his book, The Jolt Effect