You’re there to sell, so sell

I’ve seen many a salesman’s time wasted by allowing the buyer or customer to lead the conversation to subjects that were entirely foreign to the sale, and when the salesman wakes up — the buyer’s time has been all used up, and a sale lost. Leave yourself plenty of time to close — in fact half of your time in a sale’s interview should be used in concentration upon the buyer to get him to do the thing you want him to do. — W. H. Rankin