(#4 in The Energy Bar posts)
Here’s a question for you. What’s the biggest thing that blocks your ability to influence others? The answer: your mouth.
Years ago, as part of a planning group, I was talking passionately about the direction we needed to go. My buddy Jim interrupted me: “Rick, you can stop now. You made the sale.” He reminded me that when good salespeople see that their prospect is ready to buy, they shut up. They don’t explain just one more thing, or throw in another benefit. They simply stop talking.
Recently, I was in a meeting where a manager kept showing slide after slide. I’m sure he believed that the next slide would make us believers. But instead, I had a hard time paying attention. In fact, my attention shifted to wondering how many more slides he had.
That’s why I think The Energy Bar can be a helpful antidote for me – and perhaps for you. The Energy Bar asks us to pay attention to others before and during our conversations or presentations. This shift of focus allows us to see when we’ve made the sale or when we’ve lost our audience.
Simple, right? I don’t think so. You’re probably about to go into a meeting. Watch other people when they try to make a case for something. Are they paying attention to their audiences? Can they tell when those people are confused, excited, losing interest, or ready to buy? I’ll think you’ll see that most get so enamored with what they are saying, that they miss signals that tell them how things are going.
I hope you’ll give The Energy Bar a try. (It’s free.) Here’s a link to a 3-minute animated video.
I’ve gone on long enough with this post, so I’ll shut up now.