Have you ever sat across from a rep who knows their stuff—but just won’t stop talking?
I know first-hand, because I struggled with this early in my sales career. The excitement and nervous energy to close the deal, makes us salespeople forget that asking good questions & listening is the advantage.
One of the best sales managers I know used to carry a large coin in his pocket. Every time he felt the urge to jump in too quickly; he’d squeeze that coin to remind himself: Hold. Listen a bit longer.
He reminded himself to LISTEN & ask better questions. SEEK TO UNDERSTAND.
That little pause? It made him powerful and created deep connections with our customers.
Here’s what most reps don’t realize:
- When you speak too soon, you assume and oftentimes solve the wrong problem.
- When you interrupt, you miss important details (and hurt your relationships).
- When you dominate the airspace, you lose trust.
Sales isn’t about proving your point—it’s about discovering what’s important to your customers, solving pain and adding VALUE. The best reps make the customer feel heard, not bullied.
So next time you’re tempted to talk, remember this:
Rooted reps don’t rush.
They ask. They absorb. They serve.
And because of that—they win.
Let’s raise the bar!!
→ Are you giving your clients space to open up?
Or are you filling the silence with your own insecurity?
// S T A Y. R E L E N T L E S S //
#RelentlessSales #SalesMistakes #ListeningSkills #SalesLeadership #RootedIdentity #FaithAndSales #LinkedInSeries #JonAlwinson
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