Getting information through silences

Everybody has experienced some fast-talker trying to sell something desperately. They don’t care what you feel or want—they’ll speak all the time.
Do you think that selling is about speaking? Well, if you don’t listen you don’t sell. Period.
If you don’t talk, you’ll get precious information. Silences are a great tool to show that you are listening. Because as human beings, we like to feel we are being listened.
Selling is about asking the correct questions, and if you combine them with key silences you’ll get critical insight.
Your client is eager to say something, to provide you information. And that’s what you need to know to adapt your message.
Let’em talk.
If your client feels that she’s been listened, she’ll reveal you information. Otherwise, you’ll be seen as a fast-talker that doesn’t understand her feelings.