Want to sell more? Talk less

Do you talk too much when selling?

[Note: This article was updated August 31, 2025.]

The best sales presentations occur when the salesperson isn’t speaking.

That’s because if the seller isn’t speaking, the prospect is the one talking.

And when the prospect talks, she helps the salesperson understand what he needs to sell.  This would require the salesperson to, um, shut up.

Listening is a powerful selling tool because it builds trust. The more you listen to another person, the more she trusts you. Here are five selling tips to help you talk less when meeting with clients and prospects. Check out the YouTube video link below for a bonus tip.

5 cool ideas for talking less

1.  Pausing makes you a brilliant conversationalist.

An artful pause has many benefits. First, it keeps you from interrupting. Second, you show careful consideration by not jumping in with your own comments at the earliest opportunity. A third benefit of pausing is greater clarity because you’ll better understand what the other person is saying.

2.  Show interest in others and others will show interest in you.

Another way to become a great conversationalist is to ask questions.Never assume that you understand what the person is saying or trying to say. Instead, ask, “How do you mean, exactly?” By inviting the other person to expound, you'll demonstrate an almost unmatched interest in his or her thoughts and feelings. Ask a question and then stop talking.

3.  Listening builds self-esteem.

When you listen attentively to another person, his self-esteem spikes and he will feel relaxed and happy in your presence. When you notice this effect on others, you will also feel more relaxed and happy. Your goal is to listen as if the other person is an important celebrity.

4.  Allow the teacher to teach.

Keep your presentation simple and try not to compete during conversation. Allow people to impart their words of wisdom. If appropriate, write down what they say. When the other person is talking, move one hand to the lower part of your face. This sends a signal that you’re interested in what she is saying.

5.  Listening builds your character.

It can take a real effort to keep your attention focused on another person’s words. The human mind can listen to and process words at 500-600 words per minute, yet the average person only speaks about at about 150 words per minute. Pay close attention to what the other person is saying and you will develop more self-discipline. When you become a better listener, you become a better person.

Want more ideas for selling?

Every salesperson can be more persuasive.

Check out Michael’s YouTube playlist on selling. If you want to receive ongoing selling tips, subscribe to his YT channel (click that silver bell!) and improve your results moving forward.

Here's a sample video (below) on how to get your prospect to talk first, recorded in a hotel gym of all places.

Get the prospect to talk first

Reprint permission

The above article is available for republication on your blog, website and in your newsletter.

Tell Michael what you want to do and he'll even help drive traffic to your website.

Michael may be available to deliver a keynote or training session for you and your team. It never hurts to have a performance coach.