Tell Less. Ask More.

📣 Join our next cohort of Selling School starting Feb 8. A 5-week coaching program where we’ll show you how to take charge of your career without using ineffective, persuasion-based sales practices. And in the process, how to win more deals and feel great about the way you sell. Learn more here. 

We think it’s pretty transformative, but don’t take our word for it. Check out what our alumni have to say...

Tell Less. Ask More.

Stop telling. Start asking.

It's a simple way sellers can keep the conversation focused on the buyer.

In short, when you feel the urge to share some dry, valueless factoid about your product with your buyer (TELL)...STOP. And pose it as a question instead (ASK.)

Tell less. Ask more.

Instead of telling the buyer "Our product can do ABC..." rephrase it as a question and ask them "What would the impact be on your business if your system could do ABC?"

That keeps your focus on the buyer.

As a seller, you are competing for the time and attention of your busy buyer.

To earn their attention you need to make yourself interesting to the buyer.

The easiest way to make yourself interesting to buyers is to demonstrate an interest in them.

Asking someone a question about themselves, or something they are interested in, is the way to make that happen.

What happens when sellers try to dominate sales conversations with their words instead of asking more questions and listening to their buyers? They make it all about them...instead of the buyer.

For those who are relatively new to sales, inexperience can sometimes get the best of you.

It's completely normal to be a bit anxious when you talk to a prospect.

This often results in a seller (ie you) talking too much to cover up their nerves.

You're afraid if you stop talking it will give the buyer a chance to ask a question you don’t know the answer to. Or, to tell you “we’re not interested” or “no.”

For more experienced sellers, there’s another reason they talk too much. It’s the urge to show off.

To be the smartest person in the room. To parade their hard-won knowledge and expertise in front of buyers.

In other words, they fall victim to their vanity. The opposite of humility.

Vanity rarely impresses a buyer. More often than not, the need to show you're the smartest person on the call has the opposite effect.

Your humility will resonate more with your buyers than your self-romance.

It will help you build and sustain the connection with your buyers and customers that results in winning more deals.

Good selling,

Andy