We have been told in every sales class and seminar we have ever taken to listen more and talk less. It obviously makes sense on the surface as you try to discover pain points and create solutions. But there is also some very powerful psychology behind this strategy.
Check out this short video, by my colleague Dr. Chris Croner, on why the best salespeople really do listen, listen, listen!
It is hard to be quiet when your adrenaline is flowing during an important sales call. But remember this . . . the more you talk, the less they will hear.
Stay focused and let the buyer lead you to a sale.