The best sales calls don’t feel like sales calls.
They feel like two people trying to work through a problem.
One pattern I’ve noticed both in my own sales calls and while coaching other closers is that the best conversations rarely feel like someone is trying to sell.
They feel like someone is trying to understand.
When a prospect books a call, they’re usually not looking for a pitch.
They’re looking for clarity, they’re trying to answer questions like:
- Is this actually my problem?
- Is this worth solving now?
- Is this the right solution?
- Is this the right person to help me?
If I spend the entire conversation trying to convince them, I never help them answer those questions.
That’s why I ask more questions than I give answers.
I challenge assumptions and dig into what’s really holding them back.
Sometimes, that leads to a sale. Sometimes, it leads to me getting to the truth
I’m comfortable with both outcomes.
Because my job isn’t to convince someone to buy. It’s to help them make the right decision.
Great sales conversations aren’t measured by whether someone says “yes.”
They’re measured by whether someone leaves with more clarity than they had when they came in.
Ironically, that’s often what leads to the “yes.”
