It seems like you... What's your talk ratio? When you’re selling that is. Is it 50:50? Or do you talk more. It really ought to be skewed more to the customer talking if you’re in explore mode and here’s a neat tip to help. Rather than keep on questioning, use the “it seems like you...”. Pause and wait for their response You'll be amazed. In explore mode, you should be operating at Parato’s law 80:20 - that's you speaking at 20% by the way.