There was a recent survey in the paper that revealed men and women speak essentially the same number of words each day. I would contest that result!

There are a couple of people on our team who call me "a man of few words" because I only speak when I have something to say. Barbara is in demand as a speaker and webinar leader because she has the ability to take a subject and explain it in simplified, detailed terms. She has a gift of gab and is a great communicator. But at times I have to caution her to 'stop talking'. Especially when the prospect is giving buying signals and she continues to sell them!

But even more important than talking or not talking is the art of LISTENING. So few people truly know how to actively listen anymore. We are dealing with an instant download, instant message, short-attention span, online generation. We have to work to understand the true needs of the client and that can only be done by listening - both to what they are saying and what they are NOT saying.

To become an active, attentive listener takes practice. Try it for one week at your place of business or even with your own family. Instead of thinking of your next comeback, attempt to really pay attention to what the person in front of you is saying. Especially try to read her body language to find out what she is NOT saying. There are many articles on reading body language but most of it is common sense - if the client or prospect is not making eye contact or is distancing himself from you by crossing arms or pushing back from the table, get him to 'tell you more'.  If the client looks rushed and eager - get to the close.

All of us know when our spouse is unhappy even if no word is spoken! Tune into your prospects and clients - Make eye contact, allow pauses to fill themselves, ask questions and WAIT for the full answer (not just the first answer - good time to rely on the pause!). See if you can't become a man (or woman) of fewer words and get to the close faster!