Your job isn’t to be a walking brochure.

Recently, I was sitting near a salesperson chatting with someone I knew. For almost an hour, I listened as they went all in—benefits, features, add-ons, upgrades, integrations, you name it.

And all I could think was: Stop. Talking.

We’ve all been that person (myself included). We think if we throw everything at them, they’ll see our value. Or-what if they don’t know we have this, they may be interested! Great in theory, horrible in execution.

When you do this:

You are not helping.

You are overselling.

You are overwhelming.

What didn’t that rep do?

• He didn’t ask any questions.
• He didn’t learn what actually mattered to the buyer in that moment.
• He didn’t pause long enough to figure out the real problem—so his solution didn’t land.

What should you do instead?

1. “Can you tell me more about what’s driving that?”
2. “What have you tried in the past?”
3. “What’s the impact if this stays this way?”

Remember-ask the three about what they just said before you move to talking about what you offer. This way you are actually listening to what they need so you know exactly what to provide.

MY CURRENT FAVES

☕ LISTENING: Amazing client conversations

☕ TRENDING: Summer work travel

☕ WATCHING: Backstreet Boys at the Sphere videos

☕ QUOTE: “The only thing worse than a sales pitch that never ends is realizing you’ve talked yourself out of a sale.”

What’s Happening!