Matt Ryder says salespeople sound fake because they're already thinking about what to say next instead of actually listening. When prospects feel unheard, trust dies and you sound exactly like the stereotype you're trying to avoid.
The reason you sound salesy is because you just talk too fucking much and you don't listen to the prospect. And even when you are listening, I can hear the gears talking inside your head. We've all had that experience with someone where like they just look us direct in the eye and we feel truly heard by somebody and you are struck by that person like, wow, they're a really good listener. That needs to be you on a sales call. If you're constantly looking or thinking about what you have to say next, then nobody feels like you're actually listening to them. And so what you're doing is you're like looking for opportunities to interject what you have to say. Which is why there's such a bad opinion of sales reps and why they sound super salesy. So if a prospect does not feel understood, if they do not feel heard, then they will not trust you. And a lot of that comes from the fact that you're just not listening to them.
