Just shut up. That's the 80-20 to having the best conversations. Focus on improving your Patience, or how long you pause before responding, ...and EVERYTHING will improve. I have proof. In 2019, I focused ONLY on improving my 𝐏𝐚𝐭𝐢𝐞𝐧𝐜𝐞 It jumped from a chaotic 0.58 secs to a relaxed and thoughtful 1.13 secs ~ a whopping 95% improvement ~ And as a result... My 𝐓𝐚𝐥𝐤 𝐑𝐚𝐭𝐢𝐨 dropped to the golden sub 45% range 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐌𝐨𝐧𝐨𝐥𝐨𝐠𝐮𝐞 went up by 22% My 𝐌𝐨𝐧𝐨𝐥𝐨𝐠𝐮𝐢𝐧𝐠 reduced by 14% I increased my 𝐐𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐑𝐚𝐭𝐞 And there was no change to 𝐈𝐧𝐭𝐞𝐫𝐚𝐜𝐭𝐢𝐯𝐢𝐭𝐲. Meaning, my calls still felt like real conversations. Pause. It's a criminally underrated superpower.
Tanner Robinson helped me with this a lot. Had a post-it that said "Shut up and listen" on my computer as an SDR. I also would mute myself on cold calls when prospects would talk. By the time I went to unmute, people often continued talking and I got more information
It's such a great reminder of "less is more"
Kyle Morgan something I want to work on together.
This data is GOLD. I have a Gong re-purposing proposal .... 😂 So many applications!
Love this.
Gong is THE cheat-code for sales. 🔥
Muting yourself on calls is the best skill you can learn in sales lol love seeing the numbers Sunny Huang. Awesome share!
Yeeeess my friend :) Good work.
Customer Success Leader | B.A. Economics
2moHi Sunny! I’m curious what data backs up that a reduction in your monologuing and an increase in the customer’s monologuing is considered a good thing? My personal opinion is that customers speaking more than I do is a good thing, but are you aware of studies or data that supports this hypothesis and how talking less can positively can impact retention/NPS scores? Interested in learning more!