The 60/40 Sales Rule
20 May 2026 · 1 min
0:36
Top salespeople listen 60% of the time and talk 40%. Feras Alhlou explains why shutting up and actually hearing what clients say beats preparing your next pitch while they're still talking.
Top salespeople listen 60% of the time and talk 40%. Feras Alhlou explains why shutting up and actually hearing what clients say beats preparing your next pitch while they're still talking.
top sales performers, they speak around 40% and they listen about 60%. And most struggling consultants, they do the opposite. They talk a lot. You've spent time learning about your field, you've gotten certifications, you've done amazing work for other clients. So you're very eager to share, you're very eager to educate, but that eagerness and that maybe impatience, it doesn't land well with the client because in your mind, you're thinking of what to say next. The concern that the client has might be completely different than what you're thinking.
