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How Not to Talk Too Much

I'm often asked, "How can I stop myself from talking too much?" Let's first understand that salespeople's greatest strength is talking. Our favorite moment in a sales meeting is when a customer asks us a questions. It's like being a singer and being asked to come out for the encore. Every time you're talking I want you to ask yourself this question, WAIT (Why Am I Talking?) We already know what we know, the answer of how to close the sale is in the client's head. We have to get them talking. Every time you're answering a question I want you to get in the habit of interrupting yourself, mid question and ask another question. I call this "Tell-Ask", when you're beginning to tell, don't think about the rest of your answer but look at the reaction on the other person's face. If their reaction is I'm scintillated, I'm excited, then keep going. If their reaction is anything other than sitting on the edge of their seat excitement, you're talking too much. Turn it around, ask them a question, ask them how they're reacting to what you're saying. Or find a question about what they do that you could potentially help them do better. Now you've just redirected the conversation onto the path you need to it to be.