When you want a prospect to keep talking just say the following:
“TELL ME MORE!”
“GET OUT OF HERE!”
YOU GOTTA BE KIDDING ME!”
These words used to get prospects to expand upon earlier comments. It allows them to sell themselves through clarification and understanding. They allow a prospect to possibly correct a previous answer that may not have made sense; they allow a prospect to save face.
By getting the other person to talk, they provide us information to assist them and makes selling a whole lot easier and interesting.
"You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.”