so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own m

The more things change, the more it seems they don't change.

Most salespeople just don't get it. Too many salespeople just talk to much.

One of the fatal flaws of professional selling is too little listening and too much talking.

According to John Asher, another sales trainer, 95% of all salespeople talk too much and I think he's right.

Salespeople just love to talk. And why not - that's why you're hired.

The best salespeople listen more than they talk and the simple truth is the less you say the smarter you'll sound. The best salespeople also go through extensive sales training.

Take a breath and and try using your ears more.

In fact, employ your ears before you engage your mouth. As soon as you start listening more, you'll start learning more about your customers. This is what selling is all about.

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own m

trainer, 95% of all salespeople talk too much and I think he's right.

Salespeople just love to talk. And why not - that's why you're hired.

The best salespeople listen more than they talk and the simple truth is the less you say the smarter you'll sound. The best salespeople also go through extensive sales training.

Take a breath and and try using your ears more.

In fact, employ your ears before you engage your mouth. As soon as you start listening more, you'll start learning more about your customers. This is what selling is all about.

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own m

e also go through extensive sales training.

Take a breath and and try using your ears more.

In fact, employ your ears before you engage your mouth. As soon as you start listening more, you'll start learning more about your customers. This is what selling is all about.

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own m

When you do this your sales performance will sky-rocket.

I have a confession to make. I didn't always do what I'm asking you to do.

In fact, growing up in New York, I was everything but a good listener.

I remember my first sales job. I also remember being able to talk so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own m

so fast I could complete sentences for anyone I happened to be talking to, including prospects and customers.

I could shoot from the lip with the best of them.

You could say, my mouth was the center of my universe. You could also say I would routinely get mugged by my own mouth.

Talking too much and talking too fast isn't an easy habit to change. But change you must if you want to succeed in sales.

There is just less tolerance for mediocrity today. Truth be known, you can cut back on your talking as soon as you start asking better questions. It's simple and it's easy.

Just don't try winging it. A good word is like a burning ember that lingers on. Imagine stringing good words together to create powerful questions. WOW!

Good questions are what great selling is all about.

I've written a book about questions, and you might already have that one. Maybe it's time to write a new book about the best questions to ask prospects and customers.

You can help me write the book and see your name and questions included in the book.

If you have a really good question that you'd like to share with other professional salespeople send it to me via e-mail.

If I use your question in my new book, your name will appear in a list of credits in the new book - and I will send you a complimentary copy of the eBook version of book.

Please send only open-ended questions.