Sales people love to talk, especially about the features and benefits of their product or service with which they are in love. Have you ever talked so much and that you actually talked your prospect out of the sale?
Have you ever been a prospect and wished the sales person you were with would just shut up? How did you feel when the sales person talked too much? Comfortable? Probably not. Were you listening to the features and benefits? Also, probably not. You knew what you wanted and he or she was telling you what they thought you should know. But, that's probably never been the feeling a prospect of yours has ever had.
Remember, people buy from people that they are comfortable with. Selling is asking the right questions, not telling your prospects about features and benefits. You will gain greater trust with your prospect if you Sell, not Tell!