Sales people often talk too much.
Sales Engineers often talk too much.
Customers often take time to think about the insights you are providing, and it takes them time to think of the right questions to ask. You've been in this kind of conversation often many more times than they have. Give them some time to think and come up with their questions and you will learn much more about what they wanted to say.
Anne Miller's article on 5 Tips to Stop Interrupting Others gives you some easy methods of handling the way you interrupt people, and help you become a better listener.
Sales Engineers often talk too much.
Customers often take time to think about the insights you are providing, and it takes them time to think of the right questions to ask. You've been in this kind of conversation often many more times than they have. Give them some time to think and come up with their questions and you will learn much more about what they wanted to say.
Anne Miller's article on 5 Tips to Stop Interrupting Others gives you some easy methods of handling the way you interrupt people, and help you become a better listener.