Sales is part instinct, part skill – and a whole lot of trial and error. Even the best in the business fall into traps they don’t always notice.
Let’s talk about a few of the most common ones. You’ve probably been here before:
- You’re fired up about your solution and suddenly realize you’ve been talking for ten straight minutes.
- You’re asking the right questions… but not getting much back.
- You’re deep into the meeting and forget to ask for the business altogether.
Here’s what’s likely getting in your way and what to do about it.
Mistake #1: Talking Too Much
We get it. Salespeople love to talk. The enthusiasm is real, especially when you’re passionate about what you sell.
But Gong.io analyzed over a million sales calls and found a clear trend: the best salespeople don’t dominate the conversation. They let the customer lead.
Top reps talk less than half the time.
Here’s how that breaks down:
- Top performers: talk 46% of the time
- Mid-level performers: talk up to 68%
- Low performers: not far behind
If you’re oversharing on every call, it’s time to rebalance the conversation.
Mistake #2: Mishandling the Question Game
Some reps ask too few questions. Others ask too many, too fast, and without context.
Here’s the nuance:
- Too few questions = not enough info to build a compelling solution
- Too many questions = interrogation mode
Harvard Business Review reports that top reps ask 10 to 14 meaningful questions during a call, and they don’t just move on. They go deeper. They stay curious. They make the customer feel heard.
The real trick isn’t the quantity – it’s knowing when to ask, how to ask, and when to shut up and listen.
Mistake #3: Forgetting to Close
You get to the end of the meeting. You’ve made your case. There’s one minute left.
And… nothing.
No next steps. No clear ask. No momentum to move things forward.
Without confirming next steps and buy-in, you’re marketing, not selling. You don’t have to pressure. But you do have to ask.
Okay, So How Do You Fix It?
Glad you asked. These mistakes aren’t career-ending. But they’ll quietly drain your numbers if you don’t address them. Here’s how to stay sharp:
1. Prep Like a Pro
When you wing it, you ramble. When you plan, you lead.
That’s why Carew’s Strategic Selling Plan exists. It’s a tool for organizing your thinking before the call even starts, so you’re not over-talking, over-questioning, or rushing the close.
Try this:
- Use soft check-ins throughout your presentation (like “Are we tracking so far?”)
- Make space at the end for questions and action steps
- Know exactly what your ask is – before you hit “join meeting”
2. Practice Active Listening
You’ve asked a great question. Now what?
Look up. Engage. Listen like you mean it. And when your client answers, show them you heard it:
- “That makes sense – can I ask a follow-up on that?”
- “You said speed is your biggest concern. Can you tell me more about why that matters?”
This is where LAER: The Bonding Process® comes in.
It’s simple but powerful:
- Listen
- Acknowledge
- Explore
- Respond
And don’t skip steps. You may need to move between Listen, Acknowledge, and Explore several times before you earn the right to pitch a solution.
3. Always Ask for the Business
No one gets mad when you respectfully ask for their business. They expect it. They just don’t always want to make the first move.
A few ways to keep it natural:
- “Would it make sense to set up a next step?”
- “How does this align with what you’re hoping to solve?”
- “If we’re in agreement, are you open to moving forward together?”
The point isn’t to be pushy, it’s to be clear. Here are six ways to close the deal and ask for the business.
Final Thought
Next time you’re prepping for a sales call, pause for a second. Think about what you appreciate when you’re the buyer.
Most likely, you want to be heard, you want to be asked, and you want the person across the table to actually understand your problem.
Do that consistently for your potential clients, and the wins will follow.