You don't get business when it sounds like you are pfaffing.
One of the main reasons for you to pfaff is that you have too much to do (or too many things to do). As a result, you don't have the time to update your knowledge and build your reasons.
Even if you have the right stuff in your head and speak it out, simply for the fact that you've not given sufficient time to that subject area you tend to be tentative in your speech and manner. Those who aren't tentative, on the other hand, tend to give in when they are challenged strongly. Both the cases prove one thing at the crucial point – that you are pfaffing.
Do less. Take up only those few things that you feel like. Automatically your time will be filled with the few things you have to do. But at the same time, you'll realize that those few things have so much within them for you to explore and know. As you know more, you'll realize that you've almost exhausted the knowledge needed for those areas. Pfaffing would be out of question. Let 'em challenge and that would be a chance to win business.
Leave a Reply