The worlds longest monologue 😴

Conversations are the heart of selling

As a sales leader if your team aren’t having meaningful conversations, stop and ask:

Are they asking the right questions?

Or

Are they just delivering the world’s longest product monologue?

Sales isn’t about pitching... it’s about leveraging information to converse properly

Great sales leaders coach their teams to manage a conversation, not dominate it

The best salespeople don’t show up to talk... they discover, provoke, and understand

- They ask questions that open up real challenges
- They spot the hidden blockers
- They create space for the customer to talk through what really matters

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

So how do you help your team with this?

As a leader, you:

🔸Encourage using a structure that works

🔸Help them build smarter question sets

🔸Push for open-ended, high-gain questions, not yes/no checklists

🔸Reinforce that silence is golden - let the customer think, let the answers land

🔸De-brief calls and ask: “What did you learn that surprised you?”

If they’re not learning something new on the call… it wasn’t a conversation

It was a pitch.

Sales is a dialogue, not a download

When we learn to leverage the power of questions we:

- Build trust faster
- Get to the heart of the problem
- Earn the right to talk about solutions

That’s what separates order-takers from trusted advisors

How are you coaching your team to run better conversations?

(The VALUE Framework can be 'installed' in 90 days with a performance guarantee using the Collaborative Selling Accelerator... message me to learn more)