I often notice this when providing sales coaching:
You talk too much.
And the more you talk, the more you get lost in the details. Technical details. Company history. Features.
Secondary cases. Everything… except the essentials.
Talking a lot creates the illusion of mastery.
In reality, this dilutes the value.
A customer isn’t buying a flood of information. They’re looking for clarity so they can make a sound decision for their business.
In business development, power lies in precision. A clear question is better than a 10-minute sales pitch.
A structured summary is better than an exhaustive presentation. A controlled silence is better than nervous filler.
The more you talk, the more space you take up.
The less you talk, the more space you create for strategic thinking. The best salespeople don’t try to impress. They seek to build. They provide context. They clarify. They challenge. They collaborate. Value creation begins with a simple discipline:
Say less. Build more, together.
ENGLISH VERSION
I often see this when working with sales teams:
You talk too much.
And the more you talk, the more you get lost in the details.
Technical details. Company history. Features. Secondary use cases.
Everything… except what really matters.
Talking a lot can create the illusion of expertise. In reality, it often diminishes value.
Customers don’t buy a flood of information. They need clarity to make sound decisions for their business.
In business development, precision is key.
One clear question is worth more than a ten-minute pitch. A structured summary is worth more than a comprehensive presentation. A well-timed silence is worth more than nervously filling the gap.
The more you talk, the more space you take up. The less you talk, the more space you create for strategic thinking.
The best salespeople don't try to impress. They try to build. They frame the conversation. They clarify. They challenge. They co-create.
Value creation begins with a simple discipline:
Say less. Build more. Together.
