There’s nothing worse than rambling for hours only to realise your audience was completely misunderstood or uninterested. What’s more frustrating is when you’re unable to tell what point the disconnection happened.

Find opportunities to pause and ask for feedback. Ask if there are any questions so far, or if clarity is required. Pauses also allow you to get a reaction from your audience and use their feedback to determine your next move, or words.

When speaking becomes over-speaking, you risk losing the opportunity you have already secured. This is particularly important in sales especially when the prospect has shown interest in buying or made a verbal decision.

Don’t talk yourself out of a deal by sharing information that is relevant after a deal is won. Focus on what matters and if there’s nothing else to say, thank them, clarify next steps and call it a day.