Count Your Talk Time
Practical ways to count your talk time, a simple measure that quickly shows whether you are listening enough.
What you measure improves. Aim to speak less than half.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), You’re Not Listening (Kate Murphy), The Lost Art of Listening (Michael Nichols), and everyday practice. The first six help the most. Pick one and try it today.
Numbers reveal the truth
Measuring your talk time shows whether you are listening as much as you believe.
Track it for a week.
Use a timer in practice
Noting how long you speak per turn builds awareness of long monologues.
Keep a stopwatch.
Aim for about thirty percent
In discovery calls, the customer should speak for most of the time and you for less.
Check your ratio.
Count your questions
More good questions usually means more listening and better information.
Tally them after each call.
Estimate the ratio after meetings
A quick reflection helps you notice patterns even without tools.
Write the percentage.
Use call software if available
Many tools show talk ratios automatically, making review easy.
Try one.
Adjust to the stage of the sale
Early meetings need more listening, while later ones may need more explaining.
Adapt wisely.
Do not obsess over exact numbers
Use ratios as a guide, not a rule, so conversations stay natural.
Stay flexible.
Share results with a buddy
Comparing numbers with a colleague adds friendly accountability.
Meet monthly.
Plot your trend
Seeing improvement over weeks builds motivation and confidence.
Draw a simple chart.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“I want to make sure you are doing most of the talking.”
“I counted my talk time today.”
“My aim is under forty percent.”
“What else would you like to share?”
“Thanks for your patience.”
“Last week I spoke sixty percent.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Use a call recording tool
Time yourself on one call
Calculate your percentage
Set a target
Track weekly
Ask more questions
Review progress
Further reading
- Never Split the Difference (Chris Voss)
- You’re Not Listening (Kate Murphy)
- The Lost Art of Listening (Michael Nichols)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Hear What They Really Mean”
Keep going. Small steps every day make a big change.
← Previous: Record and Review a CallNext: The One-Question-Per-Topic Rule →
- Why Listening Sells More Than Talking
- Give Full Attention, Every Time
- Put Your Phone Away
- Stop Planning Your Reply
- Let Them Finish
- Listen for the Feeling Underneath
- Make Silence Work for You
- Label the Emotion: "It Sounds Like..."
- Mirror Their Last Words
- Say "That Seems Hard" and Mean It
- Use a Calm, Slow Voice
- Say "How Am I Supposed to Do That?"
- Get to "That Is Right"
- Why Empathy Is Not Weakness
- Tone Tells More Than Words
- Watch for Hesitation
- What a Long Pause Means
- Spot Buying Signals
- Spot Warning Signs Early
- Ask the Question Behind the Question
- Notice What They Keep Repeating
- Summarise in Your Own Words
- Ask "Did I Get That Right?"
- Write Down Their Exact Phrases
- Use Their Words in Your Proposal
- Clear Up Confusion Kindly
- Confirm Priorities Before Moving On
- Ask "What Else?" One More Time
- Let an Angry Customer Vent
- Stay Calm When They Attack
- Acknowledge Before You Answer
- Handle Interruptions Gracefully
- Listen to a Rambler Without Getting Lost
- When the Customer Is Quiet
- Practise With Friends and Family
- Record and Review a Call
- Count Your Talk Time
- The One-Question-Per-Topic Rule
- Take Better Notes
- Become the Best Listener in the Room
