Salespeople can have a tendency to over communicate.

They fill the conversation gaps with excess drivel. Saying too much can dilute the main point you are trying to communicate and confuse the listener.

Mark Twain is quoted as saying, “The right word may be effective but no word was ever as effective as a rightly timed pause”.

You don’t have to keep talking while the listener is thinking. Shut up for a moment, and let the silence convey the message.