Ben Chaib argues that over-rehearsing sales calls tanks your close rate by 43% and makes you sound robotic. Instead, prep with bullet points and show up curious about what the prospect actually needs.
43% fewer deals.
Here are five things you didn't know about rehearsing sales calls. First, salespeople who rehearse conversations extensively close 43% fewer deals than those who engage naturally. Second, over rehearsing creates robotic delivery that prospects immediately detect and distrust. Third, mental rehearsal causes analysis paralysis, where you never actually make the call. Fourth, scripted responses prevent you from listening to what prospects actually need. Fifth, rehearsing objections that never happen wastes mental energy needed for real conversations. The best salespeople prepare with bullet points but engage with authentic curiosity, making each conversation feel like the first time.
