Let’s start with the noticeable: Sales reps speak excessive. Whether it’s anxiety, worry, lack of experience, or simply the conviction that if they stop talking the prospect will certainly claim “Not interested” as well as hang up, it does not matter. If you pay attention to phone calls from your sales representatives, you’ll discover that they just talk past the close. They discuss their prospects. They chat after they ask a concern (and also don’t even let their prospect answer). And after that they speak some even more … The risks of talking a lot are numerous. Frequently times, when speaking past the close, sales reps will actually present arguments. This is a common trouble as well as one completely of their own making.