Want to become a better communicator?  Ensure you get your message through?

The rate someone normally speaks at reflects the rate at which they process information.  This has major implications in persuasion and sales where it’s your responsibility to ensure the other party gets your message.

I’ve got a great example in the video below.


Did you know we generally think at the rate we speak.  A fast speaker tends to think faster than a slow one.

If you want to become a better communicator.  To ensure you get your message across more effectively, match your rate of speech to that of the other person.

My name’s Rashid Kotwal.

The rate someone normally speaks at reflects the rate at which they process information.

Now I hasten to add this has nothing to do with intelligence.  There are very intelligent slow speakers and conversely very dumb fast ones if you get my drift.

When training and coaching senior executives and salespeople to become effective communicators I tell them about my mate John.

Tall, solidly built, and very intelligent, he speaks slowly in a low gravelly voice. Over the years I’ve never known him to make quick decisions, always preferring to mull things over slowly and considerately.

I once said to him, “John, I think that every time I say something to you it slowly goes all the way from the top of your head down to the tips of your toes and then comes back again before you decide how to respond.”

His response? After thinking about it for a minute!  “You’re right”.

Now imagine that John is a prospect sitting in front of you.

Your normal speech rate is pretty quick and you’re going through your presentation at a rapid clip.

But what’s John taking in?

I’ll use an analogy.  Think of a video you’ve streamed that suddenly becomes jerky, resolution degrades and it loses sharpness or even bits of audio.  The original video like your voice is at full resolution, but frames get dropped as the stream can’t keep up.

It’s the same in John’s mind.  It takes time to process what you’re saying and you need to give it to him.

As an effective communicator you must be able to moderate your style depending on who you’re dealing with. Your flexibility is the key to your success.

When selling to a slow speaker, give them time! They’ll take things at their pace and if you try rushing them, you’ll fail miserably.

Now this is just one aspect of communication skills we train and coach business leaders and salespeople in.  We have comprehensive programs which cover sales mindset, strategy, prospecting, consultative selling, and navigating complex accounts.

So if you or your team sell complex, high value B2B or B2C products or services and would like to significantly improve your strike rate in the next 90 days, give me a hoy at revealedresources.com.

Till next time, this is Rashid Kotwal.

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