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When to shut up

When should a salesperson be quiet? 
The best example of when a salesperson should not say anything is after a closing question has been asked or a closing statement has been made.

If you're the salesperson and you speak first after that, no matter how long the pause, you'll probably lose the progress you've made so far and will likely have to start over. 
Related Categories: Communication, Negotiating, Selling
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AskJim ID: 2217