Uploaded May 2026 | Updated September 2026, 2 weeks ago

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One thing I keep learning in sales:

The more pressure you feel to prove yourself, the easier it is to start talking too much.

A prospect asks:

“Why should I choose you?”

And the instinct is to immediately start defending yourself.

Your results.
Your process.
Your experience.
Your offer.
Your differentiators.

But sometimes the better move is to slow down and ask:

“What would make someone the right fit for you?”

or

“What are you comparing us against?”

or

“What matters most to you in making that decision?”

Because until you understand what they care about, you may be pitching the wrong thing. Not saying I'm guilty of this...okay, I'm guilty of this.

The best salespeople I've encountered are not calm because they have a perfect answer memorized.

They are calm because they know how to get back to the real conversation.

A good question can do what a harder pitch usually cannot.

It reveals what the prospect needs to hear.