Why I Talk Too Much
By Jim Lorentzen
I talk too much because:
1. I long for acceptance and approval. I need to impress.
2. I get anxious, nervous, insecure, fearful, or impatient.
3. I like the sound of my own voice. I'm self-absorbed.
4. I lack preparation. I lack organization.
5. I'm afraid if I talk too little, I will lose the sale.
6. I want to avoid silence.
7. I place too much emphasis on product rather than customer.
8. I think I already know what they want or what I want to sell.
9. I want to show my competence.
10. I want to get my point across.
11. I have too many words in my script.
12. I want to make sure all points in my presentation are covered.
13. I want to feel more productive.
14. I want to address objections I'm afraid will come up.
15. I get off on a tangent.
16. I want to be understood.
17. I want to warm up the customer.
18. I want to increase call time (amount of minutes on the phone).
19. I feel strongly about the topic being discussed.
20. I am confused.
21. I don't ask the right questions or enough questions.
22. I want to avoid coming across as ignorant.
23. I need to release tension.
24. I am opinionated.
25. I want to feel in control.
26. I want to buy time when I'm caught off guard.
27. I feel more important when I'm talking.
28. I am frustrated.
29. I get overjoyed, overly enthusiastic.
Print out this list, and highlight any sentences that apply to you at this time. Write a new sentence that is the opposite of the sentence you highlighted, and put it on a 3x5 card to review often. Awareness of your foibles and repetition of the feeling you'd rather experience are the keys. Repeat this process every few months for maximum benefit.
