Slick lines, canned responses, and a voice that sounds just like the typical salesperson—a common combination for too many salespeople today. Even those who avoid this Wolf of Wall Street persona still tend to talk too much, listen too little, and dominate versus facilitate conversations with buyers. Is it any wonder that almost everyone, including salespeople themselves, dislike being on the receiving end of a sales pitch?

The definition of a schmuck is:

An obnoxious or contemptible person.

Even though many salespeople are far from the coercive schmucks portrayed in movies, most salespeople forget to ask themselves a critical question:

Would I want to be sold to by someone like me?

Chances are you’d find someone like you a little overbearing, at times, especially during those instances of the Verbal Vomit. Too much talking, even from the nicest salespeople, feels pushy and annoying. I know, I was one of them until I became a Sales Yogi, practicing Sales Flow instead of Sales Force.

Don’t be a Sales Schmuck. Say little, ask a lot.Hear people the way you’d want to be heard. Hold your tongue, showing buyers that you hold them in high regard. Don’t be forceful, be “flowful” as you facilitate conversations where the buyer sells his or herself on buying from you.

Always let the better closer close. Remember, it’s not you!