Question, I've been trying to learn more about pacing and talking speed. I understand to be persuasive pauses are powerful and speeding up on the less interesting parts (putting words together to sound "sharp as a tack" as Jordan Belfort calls it sounds good). Slowing down to create emphasis helps retain attention. But what about actual general speed? Do you have any studies on this? I noticed a video of Jordan Belfort and people joke he's on cocaine. He literally cuts off words. Does talking fast help people you are trying to sell not "overthink" I am a really slow talker and have a general low center of energy myself so I have to be aware to amp up the energy and try to get more flow in my speech. It's like I have to turn on a switch when I'm on the phone. I notice you also speak on the slower side. Tom Hopkins speaks on the slower side too and uses a lot of empathetic tonality. The reason it works is it's more likeable. On the other side to get someone to make a decision faster, does talking faster help? There is a stereotype of sales people are fast talkers and I'm wondering if there is a reason for it. Could you do a study on words per minute on the top sales people? Also could you see how much it matches with the other person, the prospect. How important is matching speed?
Hi Robins -- happy to answer. We studied 'words per minute' of great, average, and below average salespeople quite some time ago. We never published the results. Here's why: There was no rhyme or reason. No correlation between fast or slow talking, and success or failure. Here are a few thoughts of my own, however: Jordan Belfort: You have to keep in mind what he's selling (or was selling): Financial services. He sold those over "one call closes." in that sort of decision making environment, rapid speaking likely helped him. It created "buying temperature" in his buyers, who were more likely to make an emotional decision as a result. I agree with your observations about Tom Hopkins. I personally love his speaking style. Eben Pagan is a guy who has another slower style, but highly captivating. Here's the key to all of this: Be authentic. Don't try to be one of those MEGA high energy people if you're not one of them (though try not to be LOW energy either. Here's the key to energy management: Just try to seem like you're in a good mood. That's it). Hope this helps.
@@chrisorlob7514 Hi Chris. I can relate with this exactly like Robin said. I was even fired from my sales job because i was told i was too slow speaking sounding 'wooden' when my director listened back to my call recordings, and people would think i was dull or stupid, and slow any idea how you would speak with conviction, so that people wouldnt just cut you off
this is such muddled extrapolation. e.g. 'good calls talk next steps much more frequently'. it's not that talking next steps *makes* it a good call. it's that a good call (meaning the buyer has pain, intention, DM authority) will naturally discuss next steps. confusing the direction of causality
Grade A+ content, also shows that this type of content marketing works I will be recommending that we look at Gong!
Great session. Watch sales training videos once every 2 days in a week! Looking forward to more videos. Thanks, Team Gong!
I watch sales training videos daily. Thanks for sharing this insightful, highly valuable content.
Daily!
I watch sales training videos 3-5 days per week
Question, I've been trying to learn more about pacing and talking speed. I understand to be persuasive pauses are powerful and speeding up on the less interesting parts (putting words together to sound "sharp as a tack" as Jordan Belfort calls it sounds good). Slowing down to create emphasis helps retain attention. But what about actual general speed? Do you have any studies on this? I noticed a video of Jordan Belfort and people joke he's on cocaine. He literally cuts off words. Does talking fast help people you are trying to sell not "overthink" I am a really slow talker and have a general low center of energy myself so I have to be aware to amp up the energy and try to get more flow in my speech. It's like I have to turn on a switch when I'm on the phone. I notice you also speak on the slower side. Tom Hopkins speaks on the slower side too and uses a lot of empathetic tonality. The reason it works is it's more likeable. On the other side to get someone to make a decision faster, does talking faster help? There is a stereotype of sales people are fast talkers and I'm wondering if there is a reason for it. Could you do a study on words per minute on the top sales people? Also could you see how much it matches with the other person, the prospect. How important is matching speed?
Hi Robins -- happy to answer. We studied 'words per minute' of great, average, and below average salespeople quite some time ago. We never published the results. Here's why: There was no rhyme or reason. No correlation between fast or slow talking, and success or failure.
Here are a few thoughts of my own, however:
Jordan Belfort: You have to keep in mind what he's selling (or was selling): Financial services. He sold those over "one call closes." in that sort of decision making environment, rapid speaking likely helped him. It created "buying temperature" in his buyers, who were more likely to make an emotional decision as a result.
I agree with your observations about Tom Hopkins. I personally love his speaking style. Eben Pagan is a guy who has another slower style, but highly captivating.
Here's the key to all of this: Be authentic. Don't try to be one of those MEGA high energy people if you're not one of them (though try not to be LOW energy either. Here's the key to energy management: Just try to seem like you're in a good mood. That's it).
Hope this helps.
@@chrisorlob7514 Thanks!
@@chrisorlob7514 Hi Chris. I can relate with this exactly like Robin said. I was even fired from my sales job because i was told i was too slow speaking sounding 'wooden' when my director listened back to my call recordings, and people would think i was dull or stupid, and slow any idea how you would speak with conviction, so that people wouldnt just cut you off
Have you paid to a top performers for gathering their knowledge and insights? Or you just slole it from them?
this is such muddled extrapolation. e.g. 'good calls talk next steps much more frequently'.
it's not that talking next steps *makes* it a good call. it's that a good call (meaning the buyer has pain, intention, DM authority) will naturally discuss next steps.
confusing the direction of causality
Daily!