Too Much "Unconscious Communication"

I have a friend from high school that loves what he does.  In fact, he won't stop talking about it.  He gets so excited about it, that he unconsciously dominates the conversation.

I have another friend that will sincerely ask you how you are doing and then unconsciously leap into his own experience.

These two friends are both sales people and they represent a large part of our profession.  Many people wind up in sales because they are "good at making conversation." 

The truth is, too many of us are in love with the sound of our own voice.

If you are having trouble with getting good referrals, getting appointments with decision makers, spending too much time with "tire kickers," or have trouble closing sales, you may be spending too much time talking and not enough time listening and engaging. 

In a nutshell, you are unapproachable!

Try this.  In your next appointment or networking event, commit to asking a minimum of three questions about each person you meet and actively listen to the answers.

Let me know how people respond.

Photo on flickr by Jayel Aheram