The answer is, when you talk too much and listen too little.
We all want to get our message across. But during the sales process, are we listening to our customers?
Next time you are giving your “sales talk”, ask your prospect where they see their company going. When you get someone talking about their future, you can figure out where you fit into that future.
When someone is passionate about a topic, you can grab a hold of that passion and weave your product or service into their goals.
Remember, it’s really not about you. It’s about how that customer can succeed. Listen and you’ll learn how you can become part of their success.