One Thing Top Sales People Get Right (and How to Stop Talking So Much)

"Willy: I don't know why—I can't stop myself— I talk too much. A man oughta come in with a few words. Charlie's a man of few words, and they respect him.

Linda: You don't talk too much, you're just lively."

Death of a Salesman by Arthur Miller

We all have sympathy for poor Willy Loman in Death of a Salesman. He knew he talked too much, but he couldn't figure out why. And he couldn't stop talking too much even though he wanted to be like Charlie, a man of few words, who was respected by all.

Let's face it: salespeople talk too much.