Conversations or Pitches?

Sep 01, 2025
Are you having conversations… or just pitching?

Because if you’re doing all the talking, you might be killing the deal without realising it

Too many salespeople confuse presenting with selling


The best salespeople don’t dominate conversations - they orchestrate them

They ask better questions, spark better thinking and help customers see things they hadn’t considered

That’s how trust is built. That’s how momentum starts.


'Leverage' is part of the VALUE Framework all about having the right conversations

And that means mastering the art of question

Not just “What keeps you up at night?”

(That is a terrible question!)

We’re talking:

- Insight-led questions
- Assumption-challenging questions
-Outcome-focused questions

These aren’t just nice-to-haves. They’re what move the conversation from transactional to transformational

If you're not provoking thought, you’re probably just providing info

(Websites do that)


Top salespeople don’t close deals - they open minds

Have you got a favourite question that always gets your customer thinking?


 
 

Are you ready to increase your sales?

The Collaborative Selling Scorecard has been designed to show sales professionals their blind spots and provide instant, actionable steps on how to improve

 

It’s free and only takes 5 minutes

Take the Scorecard

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