With close to 30 years in sales, one common mistake that I continually observe is that many sales people consistently make is to talk way too much. In trying to differentiate themselves from the competition, these sales people share a common sales belief that talking to the prospect is a way to convince him or her of their product or service expertise. Unfortunately, this places the focus on the sales person and not the needs of the prospect. Big Mistake!!

One of the quickest ways to change this belief is to center on the customer