As salespeople, we know we make more money when we talk less and listen more. And yet salespeople still talk too much. According to one study, the average salesperson talks over 81 percent of the time in a selling situation.

So why do we keep dominating conversations with customers, even when we know we shouldn’t?


In this Quick Take, you will learn:

  • What scientific research can tell us about why salespeople talk too much
  • Why we talk about ourselves more than we think we do
  • Three simple techniques you can use to overcome the inclination to talk too much
  • Five custmer cues that can tell you when it’s time to shut up



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Rapid Learning Institute (RLI) provides online training and talent development tools for businesses, government agencies, nonprofits and educational institutions in the areas of sales, leadership and management, human resources, employment law compliance, and workplace safety.