On the one hand as a new sales rep you are usually trained on your message - how to talk about your products, explain the features, functions and benefits. And most reps are eager to get out there and drive those conversations. However sometimes our enthusiasm and adrenaline can get in the way and literally cause us to talk our way out of an opportunity.

There are several ways you can do, two in particular include:

• Literally talking too much - driving a one-sided conversation that makes it all about you and your product and not the customer

In this episode I touch on some examples of both and how they had the potential to change the direction of a sales, as well as some insight to make you self aware as you engage in sales conversations.