Selling Power Magazine Article

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Successful salespeople know when to speak up and when to pipe down. Some reps talk themselves out of almost as many sales as they make.

As a salesperson, you are probably characteristically talkative. That’s great so long as you keep in mind that sales talk can break as well as make deals.

This especially applies when you close. Salespeople sometimes tend to overexplain. The prospect asks a question, and instead of giving a simple straightforward answer, the rep talks on and on past the close – then wonders why the close never took place.

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