I have written dozens of useful how-to lessons for driving sales, but perhaps none is more important than this one. This is the day that you learn that driving sales has very little to do with what YOU have to say. And, it is everything to do with what YOUR CLIENT has to say. The magic sauce to closing the transaction is knowing how to ask probing questions, sit back and LISTEN. Keeping your mouth shut is typically a really hard concept for a salesperson to grasp. But, if they do, jewels of insights and real pain points of your customers will quickly surface to the top the more THEY talk……..