Sales People Embracing Silence

In Customerthink.  More silence anyway.   Words still need to get across but listening is primary to understand which ones.    " ..... They say you have two ears and one mouth for a reason, but why is it so difficult for many (if not most) salespeople to deal with more than a few seconds of silence? In fact, studies suggest that after asking a question, the average salesperson waits no longer than 2-3 seconds before rephrasing the question, answering it themselves, or changing the topic. .. "