Want to sell more? Start by talking less

02/20/2012 | Sales & Marketing Management

Earning prospects’ respect is more often than not a quiet process, writes Neil Mahoney. When your salespeople know that their product or services match up beautifully with a prospect’s wants and needs, the temptation is to talk too much in an attempt to prove that fact. Listening, good note taking and prompt responses after the presentation will serve them better, he explains.

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