Have you ever been in a conversation where the other person is like the ‘Energizer Bunny’ and just keeps going and going and going? How long before you completely tune them out? Is it; one minute, three, maybe five or even longer? Statistics show that it is under the one-minute mark.
However, some in the sales game will use the above tactic as they feel by talking all the time they will wear you down and the only alternative to get them to shut up is to buy. Honesty check: How many of us have used the ‘gabfest technique?’ Don’t be shy, you are by yourself reading this.
Here we are in July. Both Canada and the United States have had a birthday. Kids are out of school and of course, the weather is getting sunnier and warmer. Furthermore, as I discussed in my blog, 
Have you ever had a conversation with your significant other and as they are speaking you make a decision on what they are speaking on, hoping the one-sided conversation will stop, only to find it continues, regardless of what you said? It was like they did not hear you.
Have you ever had a conversation in your personal life when someone refused to make any eye contact with you? How did it make you feel? How about, during a business meeting when the other party refuses to make eye contact? How does that make you feel? However, do you refuse to make proper eye contact with your friends/prospects?
You have planned for a couple of weeks. Put everything in place for a very important meeting with a major prospect including travel and accommodations as you will need to be there the night before to be able to meet them on time. Then you get the call: “Hi. I will be coming over to your town and would like to meet Tuesday instead of Monday.” All you can think is: “But, I had everything arranged for Monday in their city.”
I love this time of year. Not for the sunshine, singing birds and the warmth of the summer months coming, but rather, for the lie that everyone tells themselves about sales for this time of year.