Jumping into a pitch too soon shows the prospect you’re more focused on selling than solving. It’s like a doctor prescribing medicine without knowing the symptoms.
Solution
Instead, slow down. Diagnose before you prescribe. Let your questions uncover the real pain points, and confirm your understanding before offering a solution.
Mistake # 2- Too Few Questions = Missed Opportunities
If you’re relying on assumptions instead of deep discovery, you’re not selling—you’re guessing. And prospects can tell.
Solution
Ask thoughtful, open-ended questions that go beyond surface needs. Understand their “why,” decision-making process, and what success looks like. Let them do most of the talking. When they feel heard, they’re far more likely to trust you.
Mistake # 3-Objections Reveal Misalignment, Not Rejection
Most objections aren’t hard “no’s”—they’re signals. “It’s too expensive” often means the value wasn’t clearly tied to the prospect’s goals. “I need to think about it” usually means they’re unsure how your offer fits.
Solution
Instead of pushing back, pause and explore. Ask:
“What were you hoping to see that you didn’t?”
“What’s most important in a solution for you?”
Use the objection as a guide to realign with what matters.
When a salesperson clearly doesn’t understand the prospect—or worse, doesn’t care—it kills credibility. And once trust is gone, every follow-up feels like a waste of time.
Yet many
salespeople keep following up, thinking the deal is still alive. This only drives the prospect further away.
Final Takeaway:
Most objections are avoidable. They happen when salespeople pitch too soon, ask too little, and follow up without value. Shift your focus from selling to solving—and you’ll find fewer objections, better conversations,
and stronger results.
If you haven’t earned attention with relevance, persistence won’t save you. Smart follow-up only works when it’s based on insight and alignment—not generic check-ins.
