Poll: Talking vs. Listening (on typical customer calls)

Industry News to Discuss and Debate
1

On average, how often would you say you are talking during typical calls with customers/prospects?

  • 1-24% of the time (I listen a majority of the time, and don’t talk much)
  • 25-49% of the time (I’m usually listening more than I’m speaking)
  • 50-74% of the time (I end up doing a majority of the talking)
  • 75-100% of the time (I definitely fill most of the air)
0 voters
2

I think the this may be situational. As an example, if you are running a presentation with a demo, talk time may tip a little more towards me than the customer.

That said, if we are having a regular conversation and/or discovery session, the needle will more move towards the customer.

Part of selling is a dance…sometimes you take the lead and sometimes the customer will take the lead. When you average it all out…i’d say it is about 50/50.

3 Likes
3

Fair point for sure re: different scenarios, and I like what you said about referring to selling as a dance. Sometimes you take the lead, and sometimes you listen. Averaging out at 50/50 seems like a healthy rate though!

2 Likes
4

I noticed that I do a lot of talking and I can’t really implement the active listening like I would like to. In the past, my manager has given me the feedback that I prepare really well for calls but I can afford to relax and let the customer lead the conversation. Yesterday I did an introduction call and I was pretty pleased when I “shut the heck up” and I learned alot. I had been trying to get this product manager on the phone for MONTHS and I think it was a great introduction.

Even during presentations I would like to see a little more dialogue. I have been practicing stopping and asking for questions and strategically making presentations shorter just to leave some air in between slides.

Thanks for the poll!

2 Likes
5

@rhanisha.hill Great to hear you’rre focusing on the active listening side of things. I think as sellers, it’s often hard to resist talking as much as we have the urge to. One thing I’ve worked on is not just pausing during a presentation and saying “I’m going to pause right there and open the floor to questions” - but pausing and asking a very pointed question at someone in the room or on the call. “Bob, earlier you mentioned that blah blah blah (pain point), I want to pause on this slide and (ask specific question, or make sure the ROI is clear, etc)”

You could try setting goals beforehand around getting dialogue X amount of times at certain points in a conversation. If you pre-plan working conversatoon breaks directly into your talk track then you’ll get things even more active. Sounds like you’re already on the right path with shorter presentations and pauses along the way. Great stuff. Keep at it.

1 Like
6

Thank you for the tips Rupert! What industry do you work in? I’m in chemicals specifically industrial.

1 Like
7

Happy to be of help, Rhanisha! I’m in SaaS, mid-market. Checked your company website. Interesting!

1 Like
8

Above 50% at the moment, with a goal to get closer to 40%. Always feels awesome when a customer takes the reins proactively.

1 Like
9

I use AI on a daily basis!

10

Someone once told me that, “This is WHY we have TWO ears and only ONE mouth!”

We need to LISTEN more than we talk…! :astonished:

I’m still a work in progress! :roll_eyes:

1 Like
11

This is something I watch out for whether I’m providing a demo or making cold calls. Important to not talk for too long at the risk of disengaging your prospects. A good cold call probably ends up around 50/50 (obviously starts more towards me but the more I get the prospect talking the better).

1 Like