1 min lesson
Talk-time discipline
Tell someone how to act on this idea: "Aim to let the prospect talk roughly 80% of the call."
Step 1 of 3
Talk-time disciplinethe 80/20 rule
The biggest tell of a green rep is talking too much. Aim to let the prospect talk roughly 80% of the call. Your 20% is sharp questions and brief, concrete value. When you finish a question, stop talking and let the silence do its work.
Learn more
Advanced table
Reference table
- Phase
- Opener
- Who talks more
- You (briefly)
- Your job
- Be honest, be quick, get a yes to continue
- Phase
- Hook
- Who talks more
- You (briefly)
- Your job
- Land one specific, researched reason
- Phase
- Discovery
- Who talks more
- Them, heavily
- Your job
- Ask, then shut up and listen for the trigger
- Phase
- Objections
- Who talks more
- Them, then you
- Your job
- Acknowledge first, never rebut first
- Phase
- Meeting ask
- Who talks more
- You
- Your job
- Name a real time and a real reason to take it
| Phase | Who talks more | Your job |
|---|---|---|
| Opener | You (briefly) | Be honest, be quick, get a yes to continue |
| Hook | You (briefly) | Land one specific, researched reason |
| Discovery | Them, heavily | Ask, then shut up and listen for the trigger |
| Objections | Them, then you | Acknowledge first, never rebut first |
| Meeting ask | You | Name a real time and a real reason to take it |
Across a 5-minute call, your voice should be the minority for everything except the open, hook and close.