Sellers approach the sales call already in presentation mode and are too quick to jump to a demo or presentation. Salespeople talk way too much and listen way too little. It’s very hard to come across as a professional problem solver when you don’t discover the customer’s real issues. As I’m fond of repeating: Discovery precedes presentation—always! Salespeople give off the vibe that they are there to “pitch at” the prospect, which creates an awkward, adversarial dynamic and often provokes a guarded, even cynical, posture from the customer.
Not dos for calls
