Leadport AI
Convert leads instantly & boost sales | Leadport.ai
Start new thread
Arda Burnaz

Most sales conversations fail because we talk before we listen.

by•

I’ve spent the last few years working closely with sales teams, and one thing never changes, we often start talking too soon.

A potential customer shares one small detail, and we immediately jump into explaining, pitching, or convincing.

But the truth is: most people don’t need more information, they just need to feel understood. When we slow down and listen — really listen — the conversation changes completely. They open up. They tell you what’s actually holding them back. And suddenly, closing the deal isn’t about persuasion anymore, it’s about alignment.

In my experience, listening is the most underrated sales skill out there.

Curious to hear what you think? What’s one habit or mindset that helped you become better at listening during sales calls? 👇

207 views

Add a comment

Replies

Best
Patel Smit

I had a call last month that reminded me of this. I went in ready to “win” the deal. Arda just wanted someone to hear why their last solution burned them. Once I stopped trying to be smart and just listened, the whole tone shifted. Yes it's Funny how trust shows up when ego shuts up...

Arda Burnaz

@smitpatel_1306 That’s such a relatable story, Patel. It really shows how the whole energy changes when we stop trying to sell and just listen.
You’re right, trust always shows up when ego takes a step back.

Tetiana
MultiDrive

That's true. I worked in sales in the past, and I want to share this first: you need to listen carefully to understand what the person needs, and only then ask questions and make suggestions. I'd say a good salesperson is like a psychologist and a teacher: someone who understands you and helps you learn how to use the product.

Arda Burnaz
@tetiana_hryshmanovska Love how you described that, Tetiana. I completely agree — good salespeople don’t just pitch, they understand. That psychologist-teacher comparison is spot on.
Nosheen Kanwal
It reminds me of a client I tried so hard to close back in 2019, but failed convincing. It was because the results they aimed were in a different domain entirely. I was not skilled at that level yet. It was a learning for me and today I can guess from my first message if it is gonna work or not. Listening to the goals and needs is way more important than pitching anything!
Arda Burnaz
@nosheen_kanwal That’s such a valuable reflection, Nosheen. I think we’ve all had that kind of moment that taught us listening goes way deeper than just waiting for our turn to speak. Love how you turned that experience into a learning point.
Nosheen Kanwal

@ardabur Yesss, after all we grow with learnings. How has your experience in sales been so far?

Arda Burnaz
@nosheen_kanwal When I first started in sales, I focused too much on explaining the product. While the customer was talking, I was already thinking about how to answer their questions instead of really listening. Then I met a client I connected with very well. During that conversation, I realized their real problem was completely different from what I assumed. That experience taught me something important. Being in constant pitch mode can help you sell, but it can also lead to the wrong kind of sale. Since then, I always take the time to listen and understand what the customer truly needs before I talk about the product. It builds trust and helps avoid problems later in the process.
Nosheen Kanwal

@ardabur Love that insight. It really shows how empathy changes the entire sales dynamic.

I’ve been focusing on the same lately while networking: leading with value and compassion first, then letting the conversation naturally uncover where we can actually help each other.

Arda Burnaz
@nosheen_kanwal I completely agree, Nosheen. When empathy leads the conversation, it changes everything. It builds a real connection and makes the whole interaction more human. That’s where real trust starts.
Yuzi

Totally agree, and also patience. Sometimes the customer also don't realise what they want, during the conversation we are exploring this together, to help them find out the real need.

Arda Burnaz

@yuzulele09 Absolutely, Yuzi, patience is a huge part of it. Many times the customer doesn’t even know what the real problem is until we slow down and explore it together. Those moments of discovery often build more trust than any sales pitch could.

Sanskar Yadav
Cal ID

The biggest shift for me was asking questions just to clarify, not to steer the conversation. Instead of jumping in, I’ll say “Could you tell me more about that?” and then wait... not rush to fill the silence.

Arda Burnaz

@sanskarix That’s a really thoughtful approach, Sanskar, asking to understand instead of to respond changes the whole dynamic. That short pause after “tell me more about that” creates space for honesty, and that’s usually where the real insight comes out.

Sydney Layne

Absolutely, listening first make all the difference, we should really understand the customer needs before pitching, talking too much and too soon can make them feel they are being "sales pitch" too much and customers don't want that

Arda Burnaz
@sydney_layne1 That’s so true, Sydney. When we talk too soon, even with good intentions, it can easily sound like a pitch. Taking the time to really understand what the customer needs always changes the whole tone of the conversation.