You get your target client on the phone, start drilling into their business…and they’re off!
You can’t seem to get a word in edgeways.
They go off on so many tangents to the point you feel like you’ve lost complete control. Your plan is out the window.
You don’t want to be rude, but you need to bring the conversation back on track. You’re conscious of time and before you know it 45 minutes will have passed and all you know is a segment of their life story!
So, what do you do?
Politely interject with intelligent questions to turn the needle in the conversation.
Respond in context with even better questions.
Deliver some stories of your own, in the form of other client’s experiences. Make it conversational.
If they dominate 90% of the conversation then it's simply a monologue. They could be the nicest person on the planet, but you have to stay on point and ensure you don't lose the opportunity you've worked so hard for.
Stand your ground, be courteous and ensure your voice is heard. Do not let a domineering personality shove you around.
Play your part and turn the tables so there is every chance you can seriously engage in business.
You have to respect your time - it is your most valuable resource.