Highlights from this episode include:

• The secret to asking questions that won't set off your prospect's sales radar (2:27)
• Why asking deep questions can kill a sale (5:09)
• Knowledge is not enough, you also need to add this to your small talk (6:24)
• Never do this when making small talk, or your prospect will hate you (8:36)
• Avoid attempting small talk if people don't meet these 3 criteria (11:07)
• Use this small talk acronym to avoid embarrassing errors (12:09)
• This faulty view of small talk is costing you sales (12:33)