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Sales Training London: Playing the WAITing Game

Written by: Marcus Cauchi

Article Overview: 2 ears, 1 mouth is a sales cliche but here's a powerful lesson on how and why to apply it for profit.

Sales Training London: Playing the WAITing Game

I came across a very useful little acronym. I don't know if you'll find it useful too.

W
A
I
T

Why
Am
I
Talking

It works on 2 levels.Whether you're infront of a prospect, a network contact or with family and friends, Stephen Covey's 5th(?) habit is "Seek first to understand then to be understood". You've probably heard the cliche "You have 2 ears and one mouth, use them in that order". Well if you ask yourself "why am I talking?" you realise that either you may be talking drivel or not listening
to what your counterpart (prospect, boss, colleague, spouse, child, supplier etc) is actually saying.

The other level it works on is that it helps you to find the time to actually consider what has been said by your prospect, and use that understanding to formulate your next question.

It is a fatal flaw in many salespeople that they spend the time that should be listening, half listening and trying to work out what they're going to ask or answer next.

WAIT and you have time (at least 3-5 seconds) to demonstrate you're taking in what was said by the other party and to formulate a better question.

Does this make sense? Think about that for a moment.

Regards

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