Is This Sales Advice New in the Sales World?

Matt has reviewed multiple sales tip videos. He reviews another one in today’s video. In this video, Matt goes over why you should never talk about yourself when making a sales pitch. 

There are tons of people out on social media giving business advice. Some of it is good advice, but most of it isn’t good. In this series watch CapForge’s owner react to different advice videos. He’s an expert in all things business and has 20+ years of experience under his belt. Some of the things he reacts to might even surprise you!

Video Transcript: 

Business Advice Video:

This is the 15-minute rule that’s going to make you a sales superstar. I made the 15-minute rule. The 15-minute rule is you cannot talk about yourself for the 1st 15 minutes. I cannot tell you how many people have called and been like that’s gold. For some people this is really like this is a novel concept. Like there’s they’ve been so targeted on the idea of I gotta sell, gotta sell, gotta sell that. It’s like, no, no, no. The first 15 minutes to half hour, you don’t talk about yourself. You just say, well, tell me, tell me about your circumstance. What are you trying to achieve? What are you bumping into? Like, tell me, tell me, tell me, learn, learn, learn. 

Matt’s Review: 

OK. I mean, I don’t feel like this is novel sales advice. Any good sales training will tell you that you want to be more listening than talking. You want to be an active listener. You want to solicit information from the person you’re talking to to find out their pain points, their goals, their desires, what they consider to be important. All of those things you need to elicit in order to then  mold what you’re talking about and the solution you’re providing to speak to the needs that they’ve addressed. If you jump right in with “let me tell you about how awesome I am” or how awesome this solution is for you, and you have no idea what they want or what’s important to them or if it’s a fit, then of course you’re going to waste a lot of time. So I agree with the premise. Spend more time on the call listening and asking questions about them and their needs than talking about yourself and what you can offer. But I don’t know I’d agree that this guy invented that.