If they’re talking, you’re winning

An old saying in sales says that

If they’re talking, you’re winning.

The phrase says a lot and suggests effective strategies. (You have to forget how it implies the interaction has a winner and loser).
How do you get someone talking a lot? The best way I know is to get them talking about what matters to them. What matters to them is what motivates them.
If you’re talking, you’ll have a hard time getting them to share or understanding their needs.

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