Most sellers have been taught a pitch and are then instructed to give the same pitch to each client…literally.

Do you think your prospects will notice that they’re getting a one-size-fits-all pitch?

In your customer meetings, there will always be a need for you to pitch an idea, a concept, a solution, or a feature of your offering, but be wary of spending too much time in performance mode versus conversation mode. The goal is to listen to the customer, and it’s hard to hear them when you’re pitching.

Some might call that consultative selling, and they’d be accurate. And yes, of course, it takes discipline to spend more time in asking and conversation mode, but you can do it. You’re smart, you’re successful. It takes acknowledgment of what a customer-centric sales call should look like. Mostly, that means THEY talk more than you!

You’ll know you’re successful when you start hearing better information and more insights that help you sculpt good solutions for the customer. And, of course, you’ll start to see trust grow, too…who knows, perhaps your phone will start ringing more.