The best presentation I never gave

I participated in a sales call as a sales engineer along with a sales person. The sales person needed assistance understanding the prospect's requirements. After introductions we sat in the conference room at the prospect's location. The sales person asked the prospect some open ended questions about their business and the prospect responded with details about their business environment. I took notes. This went on for about 30 minutes. I did not say one word. I just took notes. Then the sales person turned to me and said...what do you think? I sort of felt remiss in not participating in the dialog more...but proceeded to describe what I saw as the problems that the prospect had and...because I had taken detailed notes...I was able to design solutions to the problems and articulate them. I would say I spoke for less than two minutes. The prospect gave the sales person thumbs up and the sale proceeded to the next step. We got up and headed for the door and the prospect stopped...shook my hand and said "That was the best presentation I have ever seen!". I thanked him and headed for the elevator. On the ride down...I reflected on what had just happened...and realized how important listening is in communicating effectively. Give it a try. Excellent Selling!