Cutting people off

[Cornish Steve]

In a few recent presentations, I've been surprised to hear presenters, who represent suppliers, cutting off potential customers while they are talking. Thinking about it, there are probably a couple of reasons why they do this:

- Enthusiasm: wanting to respond the moment they understand the point
- Forceful personality: jumping in as a way of asserting control of the meeting
- Talkative: far too eager to talk instead of to listen

Personally, I get rather irritated when individuals speak over me. It makes me feel that my view, even my presence, is not being respected. It's been said that customers don't like being sold to but they enjoy buying, so isn't it wiser for sales people to shut up and listen instead of trying to butt in all the time?

 

[mke]

Yes. But I have to enter at least 10 characters so sorry it's longer than I intended.

 

[Cornish Steve]

Oops - meant to post elsewhere. Sorry.

 

[murdoch]

well....
1) often people ask a few questions at the same time.. they need to be stopped somewhere so the talker can answer them (although it would be polite to perhaps go back to them later, or at least hear them out and say 'ok i will try to answer question a first etc")
2) people have paid to hear the presenter not the crowds comments. Personal questions can be asked in person at the end not infront of everyone.
3) presenters are not sales people, (necessarily) it could be more of an academic role, where they want to tell of something new, but just get a 'little feedback' from the audience but not be completely dominated by the crowd...

but i dont entirely disagree with you!

(ps im talking about at confereces etc)

 

[Cornish Steve]

presenters are not sales people, (necessarily) it could be more of an academic role, where they want to tell of something new, but just get a 'little feedback' from the audience but not be completely dominated by the crowd...

I should have made it clear that the presenter was trying to sell a multi-million dollar system to a large potential customer. You're right that protocol might be different in other situations.

 

[Easy Credit Mobiles]

One of the first things i ever learned as a salesman. Two ears, one mouth. Use them in that proportion.

 

[MH1]

This is a problem most people suffer from, drives me up the wall.

I used to do this as a teenager, managed to stop after a couple of years hard effort to train myself to stop talking as soon as a client spoke, but not many people see the value in doing so.

 

[kerching]

Individuals who talk over the speaker not allowing them to finish their sentence is particularly annoying.I use to work with someone who did this all the time,I found my self rushing to complete my sentence to avoid being interrupted.

 

[Smallb]

"Selling is asking not telling, listening not talking" The great Hal Becker!

It is hard when someone interupts you mid sentance, but its important to listen to what they have to say and answer their question as best you can. Especialy if your trying to sell a multi million pound deal.

Simon

 

[Mason1985]

"Selling is asking not telling, listening not talking" The great Hal Becker!

wasnt the case when i worked in telesales.