Having the ability to listen gives you a leg up on your competition, it also allows for the opportunity to ask the right question at the right moment during the presentation. I can't tell you how frustrating it is for me to get sales people in my office who only talk, they talk about the company, about themselves, the weather (only strangers talk about the weather) and just won't shut up.
Here is a hint "Ask a question and STFU" I'm serious, listen to the answer. Why bother asking a question if you are going to answer it your self???? When people ask you a question do you expect them to answer it? Then why is it different with the customer? Do I have you thinking about your previous presentations? Do you recall asking a customer a question and then immediately answering it for them? How many questions did I just ask you?
Nothing frustrates me more then hearing a Broker tell me "But I told them".... Telling customers something will not make them think, asking them a question will.
