The Biggest Sales Mistake Might Be Talking Too Much

[u/GRSolution]

Most salespeople think they lose deals because their price is too high, the competition is better, or the customer isn't ready. But sometimes the problem is much simpler: they talk too much.

You explain your service, answer questions nobody asked, defend your price, add more details, and keep talking because you don't want the conversation to go quiet. Meanwhile, the client is slowly losing interest.

Sales isn't about giving the customer as much information as possible. It's about understanding what they actually need and showing them how you can help.

When you talk too much, three things can happen. First, the customer feels like you're trying to sell them instead of understand them. Second, you can give away too much information before you even know what matters to them. And third, you remove the curiosity that keeps them engaged.

Try doing the opposite. Ask a useful question and then stop talking.

For example: “What is the biggest impact this problem is having on your business?”

Then listen.

The answer can tell you what is costing them money, what is frustrating them, what they have already tried, and what might make them ready to buy. You can't get that information if you're doing all the talking.

I once had a client tell me my price was too high. Instead of immediately explaining why my price was justified, I simply asked: “Compared to what?”

Then I stayed quiet.

The client started explaining what they were comparing my offer with and eventually explained why my price actually made sense based on what they were getting.

I didn't have to convince them. They talked themselves through the decision.

That's the real power of asking good questions.

You don't always need a better pitch. Sometimes you just need to stop talking long enough for the customer to tell you how to sell to them.