Volume XXIII, Number 51 (Issue 1160) December 22, 2025
W.A.I.T.
Translation: Why am I talking?
As an introvert, adhering to that caution comes easily, particularly when I find myself in a social setting. Think wall flower here. However, there was a time early in my sales career that I was prone to talking – a lot – thinking the more I shared about myself and our services, the more I could demonstrate my knowledge, understanding, and capabilities. In those days I thought I needed to make my point and prove my value quickly so I could get to, “yes!” quickly.
Eventually I learned not only did that approach not work for me, it did not serve the client/prospective client either. Instead, I needed to let them talk because in allowing, nay encouraging, them to talk it could eventually reveal a felt need. I was reminded of that insight the other evening when Sandy and I were watching one of Chuck Lorre’s sitcoms. If you are familiar with any of his creations, you know he concludes each episode with a vanity card. I do not always pay attention to those messages, but this one caught my eye due to its brevity. The message was simple. In a nutshell it was today’s title and accompanying translation.
I immediately thought about the powerful lessons driven home to me over the years, whether that learning occurred in the classroom, workplace, or home. When the topic is effective communication, if I am talking, I am not learning. A corollary to that is resist with all your might the temptation to interrupt. At a minimum it is disrespectful to the speaker. It can also break their train of thought. If you do have a thought/response you are eager to share, make note of it. But do not allow that impulse to get the better of you. Wait your turn. You can affirm what you are hearing with a nod or a smile. If you want to draw out more information, you can use statements like “continue,” “tell me more,” and “let me see if I understand…” followed
by a paraphrase of what you believe is their point. Just do not come across as disinterested or confrontational. If you must disagree, open with, “I see it differently.” If you can follow these simple guidelines, you will be amazed at what you learn and how quickly you can build rapport and a connection.
Because I have made these and other mistakes in my attempts at effective communication, I can promise these techniques pay dividends.
Soli Deo Gloria
“Even a fool, when he keeps silent, is considered wise; When he closes his lips, he is considered prudent. Proverbs 17:28
J. Keith Hughey
Mobile: (210) 260-0955
E-mail: keith@jkeithhughey.com
Website: www.jkeithhughey.com
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