A common error that salespeople often engage in is what Michelle calls “desperation talking.” This over-selling by excessive communication is caused because the salesperson feels uncomfortable in the silence that is a result of the other person thinking over what they have been told. Think of it this way, if you ask someone a question, you must allow them the space to respond. Bottom line: know when to stop talking and listen. Even if it feels awkward, ignore the awkwardness. Odds are, the silence isn’t awkward to the other person.