There is an unspoken challenge for people who rely on consultative selling. Too often the salesperson winds up doing all the talking.
People have an inherent weakness for wanting to talk about what they know. Salespeople are no exception. Human nature takes over and the ego wants to demonstrate to the other person that you can provide a solution. The problem comes in the form of what is missed if you are doing all the talking.
Salespeople who focus on controlling their natural impulse to talk open the door to listening. Listening can help you discover what you need to know to make the sale. Listen more, learn more, then solve more.