{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2F7f35df3a-6988-498f-baf0-46e681e92ac0","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"<iframe style=\"width: 100%; height: 200px;\" title=\"Why Do Salespeople Ask Too Little and Talk Too Much\" frameborder=\"0\" scrolling=\"no\" allow=\"clipboard-write\" seamless src=\"http://player.captivate.fm/episode/7f35df3a-6988-498f-baf0-46e681e92ac0\"></iframe>","title":"Why Do Salespeople Ask Too Little and Talk Too Much","description":"In this plainspoken episode, Dave and Dennis discuss why salespeople talk too much instead of listening. Dennis shares research showing humans get a dopamine rush from talking about themselves, which explains why sales folks ramble on. He emphasizes that active listening helps salespeople feel less afraid of questions. Dave describes how preparing just a few good questions as a journalist allowed him to listen better and ask better follow-ups. Dennis introduces his \"chain of questions\" technique for listening effectively. They agree that controlling the conversation less while listening more leads to sales success. Tune in for their down-to-earth tips on improving your sales skills by being a better listener and letting the customer talk.","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/5ef84019-6dbe-458c-ad89-0c898849dc69/cIvYu9myBv9Mj2sP51zxJbb5.jpeg"}