Selling is Much Easier When You Don't Talk

Selling is nothing more than a focused conversation. It is so much harder to sell into an environment you know little about. So instead of talking, try listening for long periods of time. Learn, understand, appreciate the situation and the moment before you. Then, and only then, provide the solution you offer to make a difference in their lives.

We preach about it constantly in training sessions- listen twice as much as you talk.  Easier said than done especially when we are paid to talk. Or are we?

I personally have to reminded myself of this on a daily basis.  When I am asked a question from a customer or prospect that starts off with "tell me what you do?" I will often just dive in and start to ramble on about my business.  Like he cares. You can literally watch the enthusiasm drain from his face with each word leaving my mouth.

What he is looking for in all of my rambling is a key word or two that sounds like what he is needing or looking for from me so he can quickly determine if he wants the conversation to continue or not. It would have been so much easier if I would said "I would love to tell you about what we do, but first let me ask you just a couple of questions about why you called."  

Today was such a day where my logic hat went into gear first, and I did exactly what I have preached to sales people over the last decade.  Listen twice as much as you talk.  It sure is refreshing to have a short, engaging, meaningful conversation with someone who knows what they want.  

Selling is so much easier if we stop talking and actually ask, then listen, for what the customer or prospect is seeking.  

Selling can be hard. We don’t need to make it any harder than it already is. Enjoy the journey of discovery by asking deep questions and listen to understand, not respond.  

Good selling,


Executive Coach Mike Karlsrud


Mike Karlsrud is an entrepreneur, keynote speaker, author, professor. With over 30 years of sales, leadership and coaching experience, Michael brings unique perspectives to the personal and professional lives of those he coaches, inspires and mentors.

Mike Karlsrud