The Best Sales Trick? Shut Up and Listen.

Introduction

Most people think great salespeople are the ones who can talk their way into a deal. But the truth? The best salespeople say less and listen more.

If you want to close more deals, stop guessing what people need. Let them tell you. Today, we’re breaking down how listening (instead of talking) can transform the way you sell.

Curated Section

Here are some powerful insights on the art of listening in sales:

• Stat to Know: Top salespeople talk only 43% of the time during a sales call, while lower-performing reps talk more than 65%. (Gong Research)

• Book to Read: Exactly What to Say by Phil M. Jones—because the right words (and knowing when to stay quiet) can change everything.

• Quick Watch: The Secret to Selling More? Stop Talking – A short but eye-opening breakdown of why listening builds trust and leads to more conversions.

The takeaway? If you’re doing all the talking, you’re losing the sale. Let’s fix that.

Main Content:

The Best Sales Trick? Shut Up and Listen.

1. People Love to Talk About Their Problems

No one likes being “sold to,” but everyone loves talking about themselves—especially their problems.

✅ Fix: Ask open-ended questions like:

• “What’s the biggest challenge you’re facing right now?”

• “What’s frustrating you the most about [their problem]?”

• “What would make your life easier?”

Then, stop talking. Let them answer.

2. They’ll Tell You Exactly How to Sell to Them

The best part? When people talk, they give you the exact words to use in your pitch.

✅ Fix: Take notes on the words and phrases they use. Mirror their language when you explain your product or service.

Example:
🚫 Wrong: “Our software has advanced automation tools.”
✅ Right: “You mentioned wasting too much time on repetitive tasks. Our software automates that so you can focus on what actually matters.”

See the difference? You’re not selling—you’re solving their problem using their own words.

3. Silence Creates Trust

When you pause, customers feel heard. When you ramble, they feel pressured.

✅ Fix: After asking a question, pause. Give them space to think and respond. If they don’t answer right away, resist the urge to fill the silence.

Pro Tip: The longer they talk, the more emotionally invested they become in the conversation. And that leads to a higher chance of buying from you.

4. Repeat Their Needs Before Offering a Solution

Before pitching your product, make sure they feel understood.

✅ Fix: Summarize what they just told you:

• “So what I’m hearing is you need [solution]. Did I get that right?”

• “It sounds like [pain point] is your biggest issue. Is that correct?”

This builds trust and makes them far more open to your solution.

5. When You Do Speak, Make It Count

Every word you say should be focused on their needs—not a generic sales pitch.

✅ Fix: Instead of saying, “Our product has XYZ features,” say,
“Based on what you told me, this will help you solve [problem] by doing [specific benefit].”

Keep it short. Make it relevant. Let them do the rest.

Outro

The lesson? Talking doesn’t sell. Listening does.

Want to see if this works? Try it today:
📌 Next time you talk to a potential customer, say less, listen more, and see what happens.

Hit reply and tell me—what’s the best sales conversation you’ve had? I’d love to hear your experience!

📩 More Sales Strategies:

• How to Sell Without Feeling Salesy

• The Psychology of Why People Buy

Next week, we’re breaking down why some brands make customers feel special—and how you can do the same. Stay tuned!

Poll

How did you like this newsletter?

• 🔥 Loved it!

• 👍 Good stuff.

• 🤔 Not for me.