Sometimes the greatest sales pitch occurs when you stop talking and just listen. At those moments you take the time to hear not only want your client needs are but how they express those needs. It’s only during your “listening tour” that you can find out how your product or service can meet those needs in some way or if you’re just wasting your time and should move on to a new client. Listening is quite difficult in normal times but during a sales call it can feel as if you’re walking on hot coals, every minute you want to jump in. Yet the time you spend listening can add up to more $$’s in your sales pitch then the time you spent speaking.