It's also about listening. It's impossible to listen when you're talking. This can be counterintuitive as we are hard wired to not like the blank space. Thin

It's also about listening. It's impossible to listen when you're talking. This can be counterintuitive as we are hard wired to not like the blank space. Think of it in reverse... How much do we hate sales people who won't let us get a word in? How often do we really buy from them? If you have a consultant pitching you, would you rather listen to a 30 slide powerpoint presentation, or have a 2-way discussion on your issues?