Selling Like Plato

"Wise men talk because they have something to say...Fools talk because they have to say something."

... Plato

I will revise the quote (all due respect to Plato) to put it into a selling context:

"Wise sales people talk because they are asking questions...Foolish sales people talk because they have not prepared any questions."

Remember, a prospect who is listening (i.e. to you doing all the talking) is really not a prospect.