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Stop That Train!

If you talk with the speed of a runaway train don’t be surprised if you see your client heading for the buffers. Speaking too quickly is understandable if you are nervous, keen to impress and enthusiastic about your product or service. It happens most frequently at the start of a conversation and the big clue  that you’ve lost rapport is the is the glazed and stunned look in your prospect’s eyes.  Apply the brakes fast!

Then pause …. breathe…., notice and approximate your prospect’s pace and speed of delivery and then consciously slow your own down.  Then you’ll both be traveling along the track together.

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