Short sales-training monologue advising sales representatives to stop over-talking and over-explaining on calls, tolerate silence, ask more questions ("extract more"), build trust, and thereby close deals more easily.
Most reps are losing thousands every single week because they keep making this one mistake. Most reps start off a call trying to impress someone who isn't even actually listening yet. They oversell, they over explain. They feel the silence because they're terrified of losing control. But like every word that's said before, trust is built just digs the hole deeper. If you talk less and extract more, then you'll close easier.
