The value of the DOT.

[Michael Quarles]

One thing we do as a human is speak at the pace of those we speak to or are raised by. 

It’s where and how accents are created  

New Yorkers and Texans speaks much differently than a Californian 

If possibles, when communicating with a prospect try and Match their accent. 

However if you cannot learn your DOTS 

Dots are used for pauses.  When talking we speak fast because we are nervous or it’s our way of speaking.  However our prospect is use to speaking and listening differently.  

When you ask an important question PAUSE   

Counting three dots will help   

What were you hoping to sell for? Dot dot dot then next question  

Happy hunting