Many salespeople make the critical mistake of rushing through sales calls because they fear taking up too much of the prospect’s time. Have you ever done this? You don’t want to be a bother or you don’t want the prospect to end the call, so you try to get it done quickly.
You fire off questions, one after another, trying to keep the call efficient. But instead of engaging, the prospect starts giving short answers, sounding distant. Before you know it, the call ends with a polite “Thanks, we’ll think about it”—and you never hear from them again. It’s become an interrogation, not a conversation.
No one likes being interrogated. The result is a prospect who feels uncomfortable, trust is not established, and your sales opportunity is lost.
Slow Down to Speed Up: How the Right Tone Changes Everything
The best sales professionals know that the intelligence-gathering phase of the conversation is crucial—and it should never be rushed. Instead of diving straight into a list of questions, try this:
“Hey, Jim, I set aside about ten minutes to run through some questions. Does that work for you?”
This simple shift in language reassures the prospect that the conversation will be brief and valuable, it creates a more relaxed atmosphere, it makes the conversation feel natural, and
prevents resistance. Prospects are more likely to stay engaged when they feel in control.
Why Our Sales Training Programs Emphasize Patience
One of the core teachings in top sales training programs is that sales is a dynamic relationship, not an interrogation. You can’t serve someone correctly when you’re rushing through things.
When you slow down and allow the conversation to unfold naturally, prospects:
- Feel heard and understood
- Open up about their challenges more willingly
- View you as a trusted advisor rather than just another salesperson.
Sales Performance Management: Staying in the Originator Role
As I teach in the course, sales professionals must remain in the originator role of the relationship. This means:
- Setting the pace of the conversation
- Maintaining control while allowing the prospect to feel comfortable
- Asking intelligent questions without overwhelming the prospect.
Sales isn’t about who talks the most—it’s about who listens the best. The more you allow prospects to share, the more information you gather, and the easier it becomes to close the deal.
Remember, experience is your best teacher. Don’t rush—control the pace, stay engaged, and watch your sales performance soar.
Ready to up your sales game? Take the free Ultimate Closing Persona Quiz to identify your unique selling style and sharpen the skills that make you unstoppable.
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