You and your sales team are very knowledgeable. Tons of expertise. Been in the industry for years. You can finish customers’ sentences. Practically read their minds.
Cut it out.
Shortening the sales dialogue never shortens the sales cycle. Instead, help customers reach their own conclusions:
- Discuss questions, not answers
- Listen more, talk less
- Don’t over-prepare, but be ready to address anything
It takes years to learn to read minds, but we sell more when we don’t.