Read full article

Salespeople have been taught over and over to talk less and listen more. And yet they still have trouble zipping their lips. According to one study, the average salesperson talks over 81 percent of the time in a selling situation.

It's not a lack-of-knowledge problem. It's an impulse-control problem. Most salespeople understand why it's bad to blab on and on about themselves, their company and their product. They just can't help themselves - even when there's money on the table, according to a series of studies from Harvard University.

Click here to read about the Harvard research and what you can do to help your salespeople overcome this challenge.