One Powerful Way to Learn More About a Prospect
 

Let's start with the obvious: Sales reps talk too much. Whether it's nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say "Not interested" and hang up, it doesn't matter. If you listen to calls from your sales reps, you'll find that they simply talk past the close. They talk over their prospects. They talk after they ask a question (and don't even let their prospect answer). And then they talk some more... The dangers of talking so much are many. Often times, when talking past the close, sales reps will actually introduce objections. This is a common problem and one entirely of their own making.

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