Why do salespeople spend so much time talking about what they’re selling?

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STOP talking about what you’re selling!

This is one of the most significant recommendations for your Sales Reset. And it’s one of the hardest recommendations to achieve.

In today’s email, I’ll explain the three key reasons why people in sales roles spend too much time talking about what they’re selling.

We have limited time in conversation with customers

The majority of people in sales roles spend the majority of their limited time with customers talking about their products and services.

Having taken all this time talking about what they’re selling, these salespeople leave themselves little time to coach their customers.

There are three key reasons salespeople spend so much time talking about what they’re selling. It’s because talking about what they’re selling is:

1. What most customers expect from salespeople.

2. What most salespeople believe is their job.

3. Often easier than engaging with each customer’s unique circumstances, needs and priorities

1 - What most customers expect