By Dave Mattson
Whoever said talk is cheap didn’t know much about sales. Talk—too much talk, that is—can cost a lot.
This is a difficult lesson for many sales professionals to learn, and that’s understandable. People in sales tend to have outgoing personalities. They enjoy good conversation, and the longer they are in sales, the better they get at making small talk, establishing an emotional connection with the prospect, and driving a conversation toward the specific end of closing a sale. (more…)