When we communicate with others, there is a preferred “speed” at which people have the highest amount of “connectability,” or the ability to hear, comprehend, and understand our words. Get out a stop watch and see where your listenable rate of speech is! Read the following passage out loud and time yourself:
READ OUT LOUD:
As a representative of your organization, it is important that you speak clearly. That means that you must articulate. It also means that you must speak so that you can be understood. Although there is no set rate of speech, most expert speakers talk at between one-hundred-forty and one-hundred-sixty words per minute. That is a good speed for verbal communication. It is not too fast to be understood. It does not give the listener the impression that you are under pressure nor is it too slow. The one-hundred-sixty word rate adds an element of dignity to your voice. The one-hundred-sixty word rates also gives a sound image to your audience that establishes both you and your company as efficient and well-organized. To give the audience the kind of impression of yourself and your company that you wish, speak correctly, speak at one-hundred-sixty — that’s one-hundred sixty words per minute.
If you read the passage above in 60 seconds, you are reading at 160 words-per-minute, which is the preferred speed.
If you’re at 75 seconds, you could be considered a “bore” by your audience or the person with whom you are communicating.
If you read the above passage faster than 60 seconds, your audience or person with whom you are communicating just might consider you a “salesperson.”
Many first-time OUT LOUD readers of “Listenable Rate of Speech” read much faster than 60 seconds. Many of us speak just a little too fast, period. We’re too busy telling versus having a conversation. By communicating confidently, we build an intimate connection with our clients and audiences. Here’s a tip that just might aid you in gaining that intimate connection.
In an effort to speak like a polished speaker or presenter, try this technique. Speak in a tone and speed to your audience or client as if you were reading a Dr. Seuss book out-loud to a small group of children.
Imagine for a moment, you have a small gathering of children sitting around you on the floor, looking up at you as you prepare to read your most favorite Dr. Seuss book. “One fish… two fish… red fish… blue fish!” Or…, “Did you ever fly a kite… in bed? Did you ever walk… with ten cats on your head?” As I say to my audiences that I train in public speaking, “You Seussem’” (your clients and audiences)!
Now, what Seussem’ means is that you are speaking at 140-160 words-per-minute. You articulate, you use a correct voice pitch, pause, and pace. Pitch means your voice quality, pause means using silence to “cliff hang” or emphasize a point, and pace is the correct listenable rate-of-speech you should be at.
Many of my students or audience participants will go as far as taking their own presentation (the one they use in their job or career) and read it out-loud into a tape recorder. Then, they play it back and are able to check their own “Listenable Rate-of-Speech” pitch, pause, and pacing. By listening to themselves on tape, they are able to coach themselves by refining their presentation over and over again.
I wish for all of you the wonderful ability to communicate confidently. For most, this is a learned skill and, by implementing these steps in this short training, you have taken that one step that I hope will lead to many others…, others that will help you communicate confidently with all those people you touch with your words.
Need Sales Tools? Then check out www.cbsalestools.com
Questions and/or Comments?
Please respond to my blog at the bottom of this article!
After only one session as Sales Coach Chuck Bauer's client, your sales expand INSTANTLY. Benefit from sales trainer, mentor, coach, and sales manager Chuck Bauer's decades of experience and leading-edge research into how to sell, sell, sell. A member of the National Speaker's Association, Chuck spends his time in front of large groups giving seminars, individually on site, or over the phone, teaching, supporting, and yes, selling. Published author, in print and online, Chuck's information on selling effectively and efficiently appears worldwide. Based in Dallas/Fort Worth, Texas, instrument-rated pilot, committed body builder, and mountain biker Chuck Bauer consults nationally and internationally with individuals, independents, small businesses, and multi-national corporations.
In 2011, he conducted 623 One-On-One Coaching sessions (many video recorded), he visited 44 cities in three countries, coached on 141 LIVE face-to-face sales presentations, coached on 433 LIVE sales phone calls and conducted 45 Sales Seminars. This type of INVALUABLE experience can help take you and your company to higher levels.
February 11th, 2009 at 7:33 am
thank you for your tips, i am currently working for a home based business that is cold calling over the phone. it actually is the best program that I have worked for , but im just not closing deals so im trying to coach myself to be a successful salesman. thank you again, any other advice will help
February 11th, 2009 at 12:36 pm
Jamie,
Congratulations on reaching out here at the website to learn more about the sales trade. With over 30 free videos and 50 articles, you can self teach yourself on many skills and techniques. If you are doing outbound phone cold calling, make sure to read up on my article titled “Having Sales PMS?” This will help you keep FOCUSED on your revenue producing activites each day. http://www.chuckbauer.com/having-sales-pms/
Another tool for you would be . . . Phone – A Tool or Tryant? I will e-mail that to you directly. Beyond that, check out SalesJava and make sure to register for my free SalesMastery Book of Quotes.
Keep me posted on your progress!
Chuck
August 21st, 2009 at 11:01 pm
I timed myself and was at 60 seconds on the button. I have had lots of experience reading aloud. Interesting session.
February 18th, 2011 at 11:34 am
Hey Chuck! Its Jamie again 2 yrs later….same place but I actually own a portion of the business! Thank you again for your listening techniques, and the slower sales pitch, that has made me grow into the man I am today. My program is growing stronger every month, and ACTUALLY making other people money as well.
March 11th, 2011 at 11:21 am
Excellent tip. Improving my listenable rate of speech has improved my selling percentage greatly. Thank you, Chuck. You rock!
June 4th, 2011 at 7:20 pm
Chuck,
I am a traditional Technology Engineer going into business for myself as an IT Consultant. I am excellent at the technical communications but I am a bum at sales. I need to perfect my sales technique to initiate sales communication and close sales contracts. What tools do you recommends for a Sales Dummy like myself to increase my presentation and sales vocabulary?
June 4th, 2011 at 11:26 pm
Invest in two books. 1 – Words that Sell by Richard Bayan and Sales Mastery by Bauer. Work thru all the links at http://www.chuckbauer.com/faststart