Just because you are not the one talking, does not mean you are not guiding the sale!
In fact, it is USUALLY just the OPPOSITE! 
Today a magical and truly wonderful thing happened!
I was in a meeting with an SVP of a Fortune 100 company…and MAN was HE talking. He was so enthusiastic about his company… he was so proud of the work they were doing an new opportunities on the horizon. He loves the brand. He told me everything from the way the founders started out in the Depression…all the way up to the new (and – shall we say – controversial?) CEO they have.
He talked. And he talked. And he talked.
And I ATE IT UP!
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I listened to every word as if it were gold — which it turns out — every word was.
When he finally got around to asking me details about what I do and what my company offers, I had everything I needed to know to tell him how we could help. And he had said everything he needed to say, so there wasn’t anything in the background distracting him.
I told (short) stories back about how are companies’ philosophies and directions were aligned.
And HE ATE IT UP!
Know what he said next?
“Send me the contract. We need to get this going right away.”
Guess what I did! I STOPPED SELLING!
I said, “GREAT! Will you be signing it?”
– yes –
Then, I thanked him for his business. Asked him if there was anything else he needed. Said our pleasantries and ske-daddled.
He did the talking. I drove the train. I won the business. FUN!
Love the talkers UP!
The Irreverent Sales Girl