Get leads to talk about themselves

People do like to talk about themselves as a general rule.  We should only speak around 30% of the time as a sales professional.  If you are speaking more, chances are you aren’t asking open questions, and jumping in once a lead has finished rather than allowing pauses/silence.  Find out what the lead does for a hobby, what they like about the work they do, how long they have been doing what they do, the sports they like, how involved they are with their families etc.  Most often they will be a proud parent or grandparent!  The more they tell you, the more you will find out what you have in common, and the more they will likely like you because you have shown an interest in them!  Talking about yourself and your products/service can come later!