We live in an age of communication, technology and information, all of which is available at the touch of a button. To communicate with someone halfway around the world no longer takes years, months or even days; it takes us seconds to connect with them by way of our computer and phone. What fabulous technology and what a wonderful time for all of us to sharpen our ability to get our message across quickly and effectively.

Again, with the ability to connect with people all over the world in just seconds, it is a must to have yourself ready for business at all times.

There is power in the spoken word and yet so many of us fail to improve our method of speaking with clients, friends and even family members. When you speak, do you listen?

We are naturally attracted to people who are interesting to be around and who are interested in us. A great communicator is someone who is not only an interesting person but is also the person who has a knack for being interested in what others have to say.

My mantra for improving my communication skills is “talk less and listen more.” That is indeed a challenge for me, because I love to talk!

In fact, I get paid to talk, so now I must harness my natural zest for being a “Chatty Cathy,” as my Aunt Mary used to refer to me, and give someone else the proverbial center stage.

Listening certainly has its benefits. I learn all about the person I’m having a conversation with because, when allowed to do so, most people can and will talk all day about themselves. Life is without a doubt more interesting when I learn about someone else and their life experiences, likes, dislikes and so forth.

My coaching clients, who are involved in sales, often complain to me that their prospects won’t open up or share what their real feelings are for the products and services being offered.

May I be so bold as to suggest that when you talk less about your company and all its wondrous products and you spend more time learning about your prospects requirements, you will experience an increase in sales.

It’s true, talk less and you will make more money because you’ll be actively involved in your prospects, “hot buttons” due to your newly developed habit of listening rather than talking.

Imagine all that you’ve been missing by not allowing the other person to expand on their viewpoints and stay quiet for a moment in order to find the right words to say before you jump in and finish their sentence for them. Habits, poor habits such as the one I just described are costing you big money.