5 Mistakes To Avoid On Sales Calls (Do This Instead)

Arnaud Renoux thescalelab.
com
thescalesocial.com
scalelist.com
5 MISTAKES
TO AVOID ON SALES
CALLS
(DO THIS INSTEAD)
Arnaud Renoux thescalelab.com
thescalesocial.com
scalelist.com
#1
TALKING TOO MUCH
I often see:
- Prospects running sales calls

- Prospects asking lots of questions
- Salesperson only replying
On sales calls, I always drive the

conversation with questions.
The ratio of a good sales conversation is:
- 80% listening
- 20% talking (asking questions)
thescalesocial.com
scalelist.com
I ask relevant questions to:
- Understand their business inside out

- Know their pain point(s)
- Validate buying intentions
- Qualify
Successful salespeople aren’t the most

talkative
thescalesocial.com
scalelist.com
#2
INTERRUPTING YOUR PROSPECTS
Good salespeople aren’t:
- Monopolizing the floor

- Interrupting prospects
- Being scared of silence during a sales chat
Let your prospects talk!

thescalesocial.com
scalelist.com
Don’t try to interpret what you think they

want to say,
You might be wrong, it will confuse them.
- Understand what they say

- Repeat it back for clarity
- Move to the next step of the conversation
Listen first.
thescalesocial.com
scalelist.com
#3
NOT ACCLIMATING YOURSELF TO
YOUR PROSPECTS
Most salespeople don’t do much research

about their prospects
They will discover on the spot:
- How the prospect looks like

- Their voice
By not preparing that conversation,
you don’t maximize your chance to make a

1st best impression.
Harder to be fully authentic.

thescalesocial.com
scalelist.com
Remember, a sales call is a seduction game.
The salesperson has to adapt themselves to

the prospect but still drives the conversation.
E.G.
Based on my prospect:
- Background
- Tone of voice
- Personality
I adjust the way I sit, the way I talk, and ask

questions.
thescalesocial.com
scalelist.com
You won’t behave the same with assertive

and expressive prospects
1- Assertive:
Respect Their Time: Be direct and concise

in your communication.
Focus on Results: Highlight how your

solution achieves concrete outcomes.
Be Confident: Match their assertiveness

without being confrontational.
Acknowledge Their Authority: Show

respect for their position and decisions.
Offer Challenges: Present opportunities

that align with their desire for growth
and achievement.
thescalesocial.com
scalelist.com
2- Expressive:
Build Relationships: Engage in casual

conversations, show genuine interest in
them personally.
Use Stories: Paint vivid pictures using

anecdotes or success stories.
Acknowledge Emotions: Show

enthusiasm and match their energy level.
Highlight Benefits for Others: Emphasize

how your solution impacts people
positively.
Be Flexible: Allow room for creativity and

change during discussions.
thescalesocial.com
scalelist.com
That preparation will help you:
- Be yourself
- Show your prospect you’re interested in
them (you know things about them)
- Create a trustful environment for the
prospect
Prospects buy from people who make them

feel good.
Be that person.
thescalesocial.com
scalelist.com
#4
PRESENTING FIRST
I’m always amused when prospects want to:
- Dominate the call

- Ask me to present slides (I don’t have
slides)
- “Understand if your product could fit with
theirs”
Never present first.
Some prospects are more imposing than

others
They want to dictate the call. Don’t let them

do it.
Regain the advantage.

thescalesocial.com
scalelist.com
How:
→ 12-24 hours before the call: Send a

precise agenda (who/what/when)
→ When the call starts, in 1 minute go

through the agenda again
→ Ask your first questions

You qualify your prospects. Not the
opposite.
thescalesocial.com
scalelist.com
#5
SHARING ELEMENTS YOUR PROSPECT
DON’T NEED
Its 2024: salespeople still pitch like they’re

reading a fridge notice.
- They make sure they give a complete

product description
- They don’t adapt the conversation to their

prospects’ pain points
- They think the prospect will “pick and

choose”
No!
thescalesocial.com
scalelist.com
Keep in mind:
- Your prospects are selfish (like you, like

me, like everybody)
- The sales call is about them, their

problems, their future. Not you (better
listen).
- If you can’t bring value to them in that call,

guess what? Next
Focus on what your prospects want, nothing

else.
thescalesocial.com
scalelist.com
BONUS
AVOIDING UNCOMFORTABLE
QUESTIONS
I noticed some prospects are price-sensitive.
They immediately ask about pricing.
I’m not shy, I share the pricing straight

away, but smartly.
Check the e.g 👇

It’s better to disqualify a prospect after 10
min rather than not talking about pricing for
3 meetings and wasting 5 weeks.
thescalesocial.com
scalelist.com
E.G.
When a prospect asks me about pricing,
I never throw out a number immediately.
I always use emotional anchoring and say:
- “We are expensive” (go silent)
Your prospects usually imagine something

far worse than your actual price.
Wait for their permission to share a number
As soon as they give it.
Share it.
Your price will be a relief.

thescalesocial.com
scalelist.com
AVOID THESE IN SALES CALLS
YOU’LL BE FINE.
thescalesocial.com
scalelist.com
You ❤️ ?
👍🏻

5 Mistakes To Avoid On Sales Calls (Do This Instead)

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Arnaud Renoux thescalelab.

- Prospects running sales calls

On sales calls, I always drive the

The ratio of a good sales conversation is:

I ask relevant questions to:

- Understand their business inside out

Successful salespeople aren’t the most

Good salespeople aren’t:

- Monopolizing the floor

Let your prospects talk!

Don’t try to interpret what you think they

You might be wrong, it will confuse them.

- Understand what they say

Most salespeople don’t do much research

They will discover on the spot:

- How the prospect looks like

By not preparing that conversation,

you don’t maximize your chance to make a

Harder to be fully authentic.

Remember, a sales call is a seduction game.

The salesperson has to adapt themselves to

I adjust the way I sit, the way I talk, and ask

You won’t behave the same with assertive

Respect Their Time: Be direct and concise

Focus on Results: Highlight how your

Be Confident: Match their assertiveness

Acknowledge Their Authority: Show

Offer Challenges: Present opportunities

Build Relationships: Engage in casual

Use Stories: Paint vivid pictures using

Acknowledge Emotions: Show

Highlight Benefits for Others: Emphasize

Be Flexible: Allow room for creativity and

That preparation will help you:

Prospects buy from people who make them

I’m always amused when prospects want to:

- Dominate the call

Never present first.

Some prospects are more imposing than

They want to dictate the call. Don’t let them

Regain the advantage.

→ 12-24 hours before the call: Send a

→ When the call starts, in 1 minute go

→ Ask your first questions

Its 2024: salespeople still pitch like they’re

- They make sure they give a complete

- They don’t adapt the conversation to their

- They think the prospect will “pick and

- Your prospects are selfish (like you, like

- The sales call is about them, their

- If you can’t bring value to them in that call,

Focus on what your prospects want, nothing

I noticed some prospects are price-sensitive.

They immediately ask about pricing.

I’m not shy, I share the pricing straight

Check the e.g 👇

When a prospect asks me about pricing,

I never throw out a number immediately.

I always use emotional anchoring and say:

- “We are expensive” (go silent)

Your prospects usually imagine something

Wait for their permission to share a number

As soon as they give it.