Published 16th April, 2025
Sales and Marketing
Risky Mistake That's Costing Salespeople DEARLY?
I'm going to break down the one mistake that could be holding your sales back, and trust me; you don't want to miss this!
Making Mistakes
Making mistakes in sales doesn't just slow you down — it can hit your performance, your income, and your reputation hard. The good news? This one is easy to fix once you're aware of it.
Here it is: You're talking too much — and listening way too little.
It’s a silent killer in sales because it feels like you're doing everything right. You're passionate, you're pitching, you're explaining every benefit in detail.
But here's the truth: your customer doesn't want a monologue — they want a conversation.
When you’re doing all the talking, you’re not giving the customer space to express their needs, concerns, or pain points. You're not actually learning what matters most to them. And if you’re not doing that, how can you possibly position your solution in a way that truly resonates?
This isn’t just about being pushy — it's about being disconnected.
Salespeople fall into this trap for lots of reasons: nerves, excitement, pressure to hit a target… or maybe they were taught that enthusiasm sells. But enthusiasm without understanding is just noise. When you're too focused on getting your pitch out, you miss the golden moments — the real, honest insights that come when you just pause… and listen.
The consequences? Missed opportunities.
Shallow conversations. Customers who feel talked at, not talked to. And worst of all — deals that never close, not because your product wasn’t right, but because you didn’t show the customer that you were.
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So, how do you fix it? Here are two practical tips:
1. Ask, Pause, Listen
After every key question, build in a pause. Let silence do its job. Let them talk. Take notes. Ask follow-ups that go deeper. This shows you’re paying attention, and it helps you uncover real buying motives — not just surface-level interest.
2. Create a Collaboration Plan
Instead of pushing your agenda, build the solution with your customer. That’s what a Collaboration Plan is — a road-map you build together, based on their needs, timeline, and goals.
Here’s how it works:
• Step 1: Ask – “If we were to move forward, what would a successful outcome look like for you in the next 30, 60, or 90 days?”
• Step 2: Map Milestones – Work backward from their desired outcome. Break it into key steps: on-boarding, implementation, success metrics, training, etc.
• Step 3: Co-Create a Timeline – Don’t dictate it. Ask for their input. “Does this timeline work for your internal team?” This creates buy-in.
• Step 4: Assign Ownership – Clarify who’s responsible for what — on both sides. It builds accountability and sets clear expectations.
A Collaboration Plan turns your sales conversation into a partnership — and partnerships close deals. It shows you’re committed to their success, not just your commission.
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Sales is no longer about talking people into something. It’s about collaborating with them to solve a problem. That shift — from pitching to partnering — is where the real magic happens.
So next time you’re in a sales conversation, try this: talk less, listen more, and build a plan together. You’ll be amazed at how much easier closing becomes when your customer feels like they’re part of the process — not a target of it."
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Conclusion
At the end of the day, sales isn’t about having the slickest pitch — it’s about creating real connections. The reps who win? They’re not the loudest in the room. They’re the ones who listen with intent, ask with curiosity, and build with their customers, not for them.
So, if you take one thing away from this, let it be this: Silence can be your greatest sales tool.
Because when you stop talking, you start hearing — and when you start hearing, you start truly selling.
The next time you’re in a sales conversation, resist the urge to fill the space. Ask the question, pause, and listen. Then build something with your customer that feels like a solution they helped shape — not a product they were sold.
That’s how trust is built. That’s how deals get done.
And that’s how you become not just a salesperson — but a partner in their success.
Key Elements
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Talking too much creates disconnection. Customers don’t want a pitch — they want a conversation. Great sales start with great listening.
Surface-level questions get surface-level answers. Dig deeper to uncover real needs, pain points, and motivations.
After you ask a question, pause. Give your prospect space to think and respond. Silence often leads to the most honest, valuable insights.
Co-create a path forward with your customer. A plan built with them (not for them) creates buy-in, trust, and momentum.
Sales isn't about convincing — it’s about solving. When your customer feels like a partner in the process, closing becomes a natural next step.
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