Dianna Booher's Communication Tip of the Month
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Communication Tip of the Month 
June 2009 
From Contact to Contract by Dianna Booher 
From Contact
to Contract
496 Proven Sales Tips
to Generate More Leads,
Close More Deals,
Exceed Your Goals,
and Make More Money

(Kaplan/Dearborn)
by Dianna Booher

Don't "Over Respond"
Keep Answers to Complex Questions Clear Yet Simple

Answer a question clearly and succinctly and then stop. Continuing to ramble on about a complex matter can make the issue seem even more complicated and can cause the other person to give up in frustration.

Give an overview of the "must know" information, then wait to see if the other person asks for further details. If so, you can always add a second layer of detail to the foundational information you have already provided. Let follow-up questions be the guide as to how much or how little detail is appropriate.

With an over-response to questions, you may find that your discussion gets sidetracked on unimportant issues, and then you're forced to rush through key points to finish within the allotted meeting time.

Shoot for the simple and hit the mark every time.

Send your communication questions to AskDianna@booher.com,
and I'll respond in this newsletter or in my blog,
Booher Banter
.

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