One of the many small rules of selling is, “Don’t lose connection with the buyer when it is your turn to talk.”
The best way is to talk about things that interest the buyer. You should know what those are if you’ve asked great questions.
Remember, our favorite stories are “stories about me.”
It’s also helpful to pause regularly and confirm the buyer is still with you. It can sound like this . . .
- I’m going to pause here and make sure I’m still on the right track.
- Is what I’m saying addressing your concerns?
- Should I stop here, or can we keep going for a few more minutes?
- I have some more ideas, but I don’t want to go on too long.
Anything like that will do.
Don’t make the first time you stop talking the last time you stop talking. Check in with the buyer periodically.
Confirm they are still along for the ride.