Sidney C. Walker
Sidney C. Walker


Home

Click Here To Subscribe to Sid Walker's FREE eNewsletter and get a FREE eBook & 3 FREE Teleseminars

Click Here To View & Purchase Books & CDs by Sid Walker

Individual
Coaching

Articles &
Book Reviews

Recommended
Reading List

Biography

Featured Links

Customer Service

View Shopping Cart

Trust Your Gut
Book Website

 

 

 

August 2010

"Your Clients Understand in the PAUSES..."

by Sidney C. Walker

 


I was recently interviewing a former coaching client, Paul Burke (#16 all-time in production with Northwestern) for a project I was doing on the Living Benefits of Life Insurance. He said something in that interview that was very profound and useful in terms of making more sales. He said, "People understand in the pauses."

 

There are several important aspects to that statement. One is that people can't buy whatever you are presenting unless they understand it enough to be comfortable going forward. Two, when you are explaining something to people, they need time to absorb each key point. If you run the key points together without any pauses, there is a great likelihood that the client doesn't really get what you are saying and won't be able to make a buying decision.

 

There is a big difference between understanding the words someone just used to explain something and actually understanding the concept being explained. If you ask your client if they "understand" what you just said, they will usually say "yes," which often means they understood the words you used. If you ask them again if they really got the concept you are sharing, they would probably ask you to go over it one more time!

 

A great test of understanding is to say to people after each key point in any presentation, "Before we go on with our discussion, tell me what you've heard so far," or "Tell me what you are hearing." You will often be surprised at how little they are really understanding about what you are presenting. Don't hesitate to have people tell you what they heard numerous times in an explanation or presentation.

 

From a psychological standpoint, we tend to project our own reality onto other people. We tend to assume that other people generally know what we know and that they are generally like us. That is a dangerous perception when it comes to communication. The reality is that everyone has a slightly different point of view even if you totally agree on something. We occupy different physical space. We can't possibly have the exact same point of view! A good rule for effective communication: don't assume people know anything for sure without checking, especially if it is critical to making a sale!

 

Another quirk of human nature and especially characteristic of salespeople, we are quick to forget we may have taken months to learn what we want someone else to get in ten minutes. I am not saying it isn't possible for your client to understand in ten minutes, just that most of us tend to talk too much without any pauses thinking our client is understanding our every word. We tend to think that, because we understand something, our client will automatically understand after we have explained the concept. Again, assuming your client understands what you just said may be hazardous to your wallet.

 

If someone can't explain something to me in simple terms or at least in a way that I can get it, I figure that they don't really understand what they are talking about. Or at least there is reason to be cautious.

 

Keep your explanations dirt simple and test for understanding more than you think you need to. Remember the advice of Paul Burke who sells truckloads of permanent life insurance to some of the most sophisticated people in the financial world, "People understand in the pauses."

 


 

Special Announcements

 

THE BOOK ABOUT LIFE INSURANCE that made the New York Times best-seller list... If you missed my interview with Pamela Yellen, author of Bank on Yourself, here is the replay link:

 

www.SellingWithoutWrestling.com/bankonyourselfreplay.htm

 

If you decide to apply for a relationship with BankOnYourself.com, mention my name and someone will get back to you right away. They get a ton of inquiries every day.

 

Have a productive August,


Toll-free: 877-985-3297
sid@sidwalker.com

 


 

SHARE THIS NEWSLETTER WITH YOUR PEERS: When your peers sign up for my free monthly newsletter (Sales Tip of the Month) they also get a free eBook 12 Quick and Powerful Ways to Coach Yourself to the Next Level ($47 value) and free instant access to recent teleseminars. Go to SidWalker.com.

International Orders: Shipping charges on our website are for USA only. Before you make a purchase, please email us and tell us what you would like to buy and we will send you a quote for the shipping charge.

Permission to Use eNewsletter: This eNewsletter is copyrighted and is the intellectual property of Sidney C. Walker. You have my permission to share this month's eNewsletter with peers, with your reps as a sales manager, or as an article in a financial publication as long as you use the content in its entirety, without changes, with a clear reference to my contact information including my website address www.SidWalker.com, and do not charge anything for the information since this is a free newsletter. Please contact me, Sid Walker, at 877-985-3297 if you have questions. Thank you for your consideration.


SidWalker.com - Coaching info, buy books, eBooks, CDs

SellingWithoutWrestling.com - New Training & Coaching Site

Sales Performance Coach - "Champion of the Low-Key Approach"

 

 


Home  |  Get Free eNewsletter, eBook & Teleseminars  |  Buy Books & CDs by Sid Walker

  Individual Coaching  |  Articles & Book Reviews  |  Recommended Reading  |  Biography  |  Privacy Policy

Customer Service  |  Featured Links  |  View Shopping Cart  |  Trust Your Gut Website



Santa Fe New Mexico USA
Phone: 505-318-1055 Sid@SidWalker.com

Copyright 2017 Sidney C Walker.  All rights reserved.