SHUTUP

yep, thats right, shut-up.  As sales people we tend to be very extroverted, and forget that others have the control.  if we are trying to close a sale we need to shut-up for a few seconds to let the prospect answer our questions and to ask their own.  I am personally one of these people that cannot stop talking.  in meetings i purposly tell myself to shut up.  i know the answers to the questions and want to just move things along.

in the sale process the same thing can happen.  youre working with a particular person or industry person and you know already, more than likely better than they do, what they need.  So, no reason to beat around the bush, just show them how much you know about their job and then close in for the sale right?

wrong

you have to remember that although you sell it all day long the buyer doesnt buy it all day long.  The more involved the prospect feels in coming up with the solution (buying what youre selling) the more likely they will actually do it.  Kind of like leading your boss to come up with the answer you already had, its much better cause he/she thought of it.

So slow down and shut up.  You wont sell more, but you will close more and thats becoming a great seller