In sales, what you say matters — but how you say it can be just as important. One of the most overlooked tools in a salesperson’s toolkit is his speaking pace. The speed at which you talk can dramatically influence how your message is received, how much trust you build, and ultimately, whether you close the deal.
Speaking too quickly can overwhelm a prospect. When you rush through your points, it sends a signal that you’re either nervous, overly eager, or trying to gloss over details. Fast talkers can unintentionally create pressure, making prospects feel like they’re being pushed rather than guided. Worse, important benefits can get lost simply because the listener can’t keep up. Speaking from experience, speaking too fast can lead to “spilling your candy in the lobby.” While being excited about your product is a good thing, be wary of saying every possible benefit just because you are energetic.
On the other hand, speaking too slowly can backfire as well. A sluggish pace risks coming off as unsure, boring, or even patronizing. If your prospect feels like you’re dragging them through the conversation, they’ll mentally check out — and once their attention is gone, it’s hard to get it back.
The sweet spot is a controlled, natural pace that adjusts based on the conversation. Start by matching the prospect’s energy. If they’re fast-paced and lively, lean into that — but stay clear and deliberate. If they’re calm and methodical, slow your cadence slightly to mirror their rhythm. This subtle mirroring builds subconscious trust and comfort, two ingredients critical for closing a sale.
Another key is to use strategic pauses. Pausing after a key point gives your words space to land and shows confidence. It also gives the prospect a moment to absorb what you’ve said — and often, a pause invites them to open up and share more, creating real dialogue rather than a one-way pitch.
Ultimately, mastering your speaking pace isn’t about “performing” — it’s about being mindful. The right tempo helps you sound confident, stay in control, and create an environment where the buyer actually wants to listen and engage. In sales, how you say it can be the difference between a quick exit and a signed contract.
RMcIlwain
How you say things definitley matters in the world of sales. Being able to know something is great but when you have to convey that information in a sales persepctive it can be much harder to not overstep how you’re supposed to say something.
How you say things can many times be as important or even more important than the words that are spoken. Pace and body language are crucial!