Do You Ask...or Do You Tell???
Sales people love to talk, especially about the features and benefits they love. Have you ever talked too much? 
Talked to the point that you actually talked the customer out of the sale? Have you ever been a customer and wished the sales person would just shut up? How do you feel when a sales person talks too much? Comfortable? Probably not. Remember, people buy from people that they like, trust and are comfortable with. Good selling is asking the right questions, not telling your prospects about your features and benefits. Good questions help lead the prospect to discover for themselves why they should want to buy your product or service.
You will gain greater trust with your prospects if...
You Ask, Not Tell.