Yes, salespeople talk too much and blow their credibility. A prospect will not listen to you until you have established a certain amount of trust with them. It takes effort to actively listen. Here are five simple tips to train yourself to actively listen:
1) Do not jump to conclusions.
3) Choose to listen.
4) Ask clarifying questions.
5) Ask a question predicated on your prospect's last statement or question.
By the way, the response "uh - huh" is not active listening!!
Connie Kadansky, Sales Call Reluctance coach helps salespeople get their "ask" in gear and refine their selling skills.