Communication Specifics

  Most people like to listen at the same speed they speak, so wherever possible adjust your speech patterns to conform to those of the prospects. Some exceptions to this policy are the following:

1. The prospect "loses his cool" and gets loud and abusive. When anger enters the picture, lower your voice and slow down your rate of speech.
2. The prospect uses crude or propane language. Keep your language clean and professional. Chances are excellent that the prospect will judge you by a higher standard than the judges himself. The higher the level of moral dignity and integrity, the higher the level of trust and respect. The higher the level of trust and respect, the better your chances of making the sale.
3. The prospect speaks so quietly you must strain to hear every word. Keep your voice level at a comfortable volume so you are certain you are being heard. The prospect will not work as hard to understand you as you will understand him.
4. The prospect speak so agonizingly slow or so incredibly fast that if you emulate him or her completely, the distraction would be obvious. You should make some adjustment in the direction of the prospects speech pattern.
5. Never conform to speech accents, bad grammars, slang, or speech impediments.