It’s easy to fall into the trap of gabbling but you risk missing crucial opportunities to develop rapport if you don’t embrace ‘the gaps’.

When you pick up the phone to someone, take a moment.

Ask them a question and then….actually allow them to answer.

You’d be amazed how many people fail to do that.

Desperation to get results, close a sale or get an answer on something means you risk getting the opposite result you hope for. If you use the phone for selling anything, aim to be speaking no more than 25% of the time.

Try it, you’ll be pleasantly surprised by how much less stressful it is to first pick up that phone if you’re doing less of the talking and more of the asking and listening.