Most of us know how to say nothing; few of us know when.

God gave us two ears vs one mouth for a reason.  We need to learn to listen more and talk less.  Too often we decide that to take control of a situation we need to talk. One might argue that the one who knows when to say nothing and let others talk is really in control. 

Years ago I heard a saying that I put into action. The saying was "he who talks first, generally loses".  I was selling typewriters for IBM and had gotten to the stage with a large company where it was time to close the sale.  As I stepped into the Presidents office (who I had not met before) I was a little intimidated. I explained the contract, pushed it across the desk and said, "press hard, there are three copies."  I sat back in my chair and waited, prepared not to utter another word.  I sat in silence for what seemed like an eternity as the CEO looked back from the contract to me.  Finally, the CEO looked at me and said, "I am late to lunch young man and you must practice the same philosophy I do.   "He who speaks first loses", smiling at me as he signed the contract. 

You see too often when we have said all there is to say, we do not know when to close our mouths and say nothing.  A look or body movement, and we want to resell the situation even after we have finished and answered all the questions.  The silence makes us nervous.  

When we begin to talk, we give others a reason not to act, they are having to listen which may encourage a new set of questions.  Its those new issues that may kill a deal that was already done.

So today, take a deep breath, keep you mouth shut and enjoy the silence in the situation you find yourself in.  It means that you are closer to success than you think.