Sales Tip: Do more listening than talking

There is a time for all sales professionals to talk, but resist the urge to talk too much about yourself or the product/solution you're selling.

For one, you might be talking about a solution or product they have no interest in and miss an opportunity to talk about the solution that actually solves their problem.

For another, you may come across as a "know-it-all" or like you're talking above the prospect. This is a balance.

Just remember to give a little, get a little.

If you find yourself talking too much, stop. And turn the conversation back over to the prospect by asking a question.