Never interrupt your client when they are talking themselves into making an offer.
More listening, less talking about how smart you are.
Make the “ask,” then stop talking.
After you win, stop talking.
The more you talk, the less chance you have of making a sale.
The more you talk, the greater likelihood that you will make a mistake.
Don’t say that you “know” something when you are just giving your opinion.
From Stranger in a Strange Land
Jubal: What color is that house?
Mariam: The side that I can see is white.
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