sales technique

Oct 4, 2026 01:53pm

By Jody Seivert

3 min read

What does your client actually need to know?

Woman with finger to lips, signaling silence

STOP TALKING…when you present a solution.

Think about the problem your client is trying to solve—or the priorities they shared when they first described what they want to accomplish.

Those are the things you need to discuss.

When selling upper-end products, there can be a tendency to justify the price by sharing everything we know. We tell the product’s story, explain how it was made, list its features, and keep adding information in the hope that more details will create more value.

But inf…

The quickest way to make a client feel unheard

STOP TALKING…about yourself.

This is a tough one, and it might sound a little harsh.

When a client starts talking about their German Shepherd, it’s not necessarily an invitation to talk about your French Bulldog.

Even when you have a strong connection with the client—and even when you’re intentionally looking for similarities that might deepen that connection—resist the temptation. Instead of talking about your dog, ask more questions about theirs.

This can be challenging because sharing our…

The sales skill most people rush past

women doing furniture sales who is listening and not talking

You ask the client a thoughtful question.

They begin answering—and somewhere in the middle of their response, you hear something familiar. You know exactly what they need. You have the solution. You’re ready to help. So you jump in. The problem is that they weren’t finished. You may have answered the first thing they said, but missed what they were actually trying to tell you.

The most useful thing you can say after asking a good question may be nothing at all.

This month, we’re looking at on…

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sales technique

What does your client actually need to know?

The quickest way to make a client feel unheard

The sales skill most people rush past

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