One of the most critical and maybe the most important skill a successful sales executive masters is their ability to listen. Most people do not listen with the intent to understand you, they listen with the intent to reply. They cannot wait to jump in and talk. Annoying to say the least. It takes an intelligent man to be a good listener. When I am present, in front of the prospect it is precious time to hear what they have to say. It's meaningful, well spent time, with a high ROI. With this communication coming from them I have a grasp on my next step. The information that they share is invaluable, no need for me to run my mouth and grab the floor. I take the information that they share, develop Plan A and execute. Time to deliver results, not talk. My best chance of success is to listen and learn. A quote that I have heard often, "most of the successful people I've known are the ones who do more listening that talking". Time to listen don't you think?