.png)
Read time: 2 mins
Sales conversations can be tricky, right?
One minute, you're feeling confident, and the next, you're not sure if you're talking to the right person or saying the right thing.
We’ve worked with a lot of small business owners who struggle with this, so today we're sharing 3 common mistakes people make during sales conversations—and how you can avoid them to close more deals this year.
Let’s dive in!
3 SALES CONVERSATION PITFALLS TO AVOID
1. Not Asking the Right Questions
One of the biggest mistakes we see is not asking enough of the right questions.
A lot of people dive straight into a ‘pitch’ without taking the time to truly understand their client’s needs.
What this means for your business:
Make the conversation about them.
Ask questions that help you understand their goals and pain points.
Use this info to ensure you’re offering the right solution, tailored to their needs.
2. Focusing Too Much on Features, Not Benefits
A lot of people get caught up talking about the features of their product or service without connecting them to real-life benefits for the client.
Sure, they might want to know what your product or service does, but what they really want to know how it’ll make their life easier or better.
What this means for your business:
Shift your focus from features to benefits.
Instead of saying, “We have a 24/7 support line,” say, “With our 24/7 support, you never have to worry — someone is always here to help.”
When you show how your solution improves their life, you’re much more likely to close the deal.
3. Not Addressing Their Concerns
It’s common to want to skip ahead to closing a deal and avoid addressing any concerns or hesitations a potential client might have.
But if you don’t understand what’s holding them back, it’s hard for them to move forward (and they probably won’t).
What this means for your business:
Take time to ask about any concerns or obstacles that might be preventing them from moving ahead.
Whether it’s the price, timing, or past experiences, directly address their concerns so they feel heard and confident in making the decision.
You’ll build trust and create a smoother path toward closing the deal.
Bottom Line:
Sales conversations don’t need to be complicated.
By asking the right questions, focusing on benefits, and addressing any concerns head-on, you’ll set yourself up for more success this year.
Hope this helps in your next sales chat!
Speak soon,
Lynne & Steve
TLDR:
- Sales conversations can feel tough, but they don’t have to be. Avoid these mistakes:
- Ask the right questions to understand their needs and offer the right solution.
- Focus on how your service benefits them, not just the features.
- Address their concerns directly so they feel confident moving forward.
- With these changes, you’ll be ready to have more successful sales conversations this year!
When you're ready, here's how we can support you further:
▶ Explore the archive
Did you know we have our entire catalog of newsletters on our website?
Check out past issues here .
▶ Work with us
We offer coaching & consulting to help business owners grow healthy, profitable businesses. Learn more and apply for limited coaching slots here .