Stop Proving You're the Expert

the buyer wraps up describing their situation, you feel that familiar pull to start being useful, and the words, here's how I'd approach this, come out of your mouth way too early. Now, here's something that should genuinely change how you run your next 10 calls. Problem-focused sellers, meaning the ones who keep digging into the problem before they offer anything, close roughly 30% more effectively than solution-focused sellers. I get it. You jump to the solution because it feels professional, like you're proving you actually know what you're doing. The play isn't to avoid talking about your service. It is to delay talking about your service until you're past the point in the discussion where you've actually earned the right to.