Sales Thought: By NOT talking about the product you sell, you will create an interested buyer.
By taking a consultative approach from the start, you lead customers to respect you and what you are trying to accomplish. In most cases, customers will want you to keep asking questions because this helps them clarify the issues they are facing for themselves. It is a unique customer that will not be happy to answer strategic questions focused on understanding of their business issues.
Additionally, the customer will appreciate how you link what they are trying to accomplish to what you are trying to sell. That is the nature and power of strategic listening. Strategic listening creates a genuinely interested buyer who has a great deal of respect for you, the seller.