It is so important as a salesperson to put the conversation in the hands of the potential buyer. When a salesperson answers questions that are not asked, this often times causes too much information to be revealed. This in turn can turn a buyer away from buying the product or service because there were issues raised that they had not previously thought about. Instead, the best course of action is to let the buyer ask the questions, and clarify all information that is holding them back from making the decision to buy. Decisions take information, not time. This means that an effective salesperson can steer the conversation towards closing the sales very quickly by providing the right information.
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