While making your presentation, say just enough to open and close the sale. Always use layman’s terms when answering questions as customers are not interested in bits and bytes or fancy technical answers to buying questions. Talking too much causes indecision, and when you start wasting clients time they will
start looking at their watch and thinking about their next stop.
If you get carried away in conversation with your customer, you better have a very good reason for it. Time management is always into play. I only take extra time with customers for a good reason and the main reason is to make a lasting impression for the customer to remember me so he will come back to me next time. I always ask top buyers what they do as some can become great contacts for the future. But when the customer is taking too much time, you must excuse yourself to go to the next customer.
