When I was young my heroes were Bob Hope and Bing Crosby for their repartee in the Road pictures. So I developed a quick quip style too, which carried over into my adult life. And I even became popular as a speaker at roasts of my friends.
Unfortunately, it became so automatic that I'd blurt out a witty(?) comment at inopportune moments. So I had to learn to 'bite my tongue'---to stop and think before speaking.
This became a useful part of my interviewing. A prospect would be halfway through explaining his problem and the answer would leap into my mind, and urge me to blurt it out.
Fortunately, I'd learned to bite my tongue, to think before opening my mouth. My brilliant solution would lose nothing if it were told later rather than sooner. It may even gain! In fact, it always did.
First of all, it caused me to hold off until I had all of the facts. Secondly, it allowed me to consider what was the best way to present the solution.
If the prospect had been struggling with the problem for a while would he feel diminished if I came up with a quick answer? Or would it seem too pat, like one answer fits all?
Or, what if the prospect never realized he had a problem until our discussion revealed it? Doesn't a ready solution downplay the importance of the just uncovered problem?
And if I have a fast answer does it make me look hungry for a quick sale?
For all these reasons, I frequently bite my tongue. Which has also helped make my marriage last a few decades!
So next time a brilliant answer strikes you in mid-interview BITE YOUR TONGUE!
Bite Your Tongue - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
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Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
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in all major Canadian cities, London,
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