The One Who Talks First Loses

 

From the book:  You’re Not Lost Until You Are Out Of Gas

 

Piece of Advice #55

“The one who talks first, loses.”

I loved watching my father sell.  He would ask questions to discover the customer’s real needs and problems then, as soon as the customer agreed             that one of the benefits of the product would solve their need/problem, my father didn’t say another word.  Within no time at all, the customer would say something positive about the product or service and the sale was closed.  Dad always said, “After you ask a customer a question or answer their question, shut up and write up the sale.   The one who talks first, loses.”