The wrong focus
Your focus during a sales conversation shouldn’t be on “pitching” your products. It should be on getting the client talking about their problems, so you can figure out what you can do to help solve them. If you’re spending more time crafting the perfect product pitch than you are establishing the right questions to ask, your sales will suffer for it.
Instead of creating statements about your products, create a list of engaging questions you can ask during every sales call. Remember, you are at your most productive – and most profitable – when you are talking only 30% of the time, and spending 70% of your time just listening to what your client has to say.
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