What portion of a sales call should be spent asking questions according to the excerpt?

Name: Talk Less, Sell More
Uploaded: 2025-12-11T18:02:14+00:00
Duration: 14 s
Channel: Peter Vander Wall
Description: A short conversational excerpt from a YouTube video ("Talk Less, Sell More") featuring Peter Vander Wall and another speaker giving practical sales-call…

Peter Vander WallFounder driving creative community growth

Talk Less, Sell More

11 Dec 2025 · 0 min

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0:14

A short conversational excerpt from a YouTube video ("Talk Less, Sell More") featuring Peter Vander Wall and another speaker giving practical sales-call advice: prioritize asking questions over talking. Specific guidance recommends spending roughly 80–90% of time asking questions and only 10–20% talking/selling so you gather information and reduce the chance of pushing prospects away.

Questions this video answers

Approximately 80–90% questioning and 10–20% talking/selling.

When you're on a sales call, 80% of your time should be spent asking questions and 20% of your time should maybe devoted to talking. Maybe even less. It should be like 90% asking questions and gathering information. And the sales should be like 10% of what you say.
The more you say on the sales call, the more opportunity you have to push them away and to make them not buy. The more you can get them to talk, the more basically ammo you get to be able to handle their objections when it comes time to actually pitch the service.