Talking the customer into the sale is where it all begins. This is where you let your eloquence shine, build rapport with the customer and earn their trust. When it comes time to close the sale, however, you've got to learn to leave your words at the door or risk losing the sale.
Once committed to asking for the sale you should also commit to being silent until the customer responds. Many less seasoned salespeople manage to talk themselves into the sale and then, perhaps because of nervousness or excitement, keep talking, mentioning things the customer may not have yet considered, which usually results in delays or takes you back a few steps in your sales process.
The rule is simple: After initiating the close, the first person to speak loses.
Remember that no matter how great the urge is to speak you should let the customer fill the silence, always.
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