Common Sales Call Mistakes to Avoid

Listen up. I’ve coached thousands of sales calls and most reps sabotage their own deals without realizing it. When I started in 2007, I nearly got fired for not understanding how language impacts buyer psychology. Now, after helping teams double revenue in 90 days, I can spot the hidden mistakes instantly. You're probably killing your win rate with these “harmless” phrases. Here are 6 phrases that are absolutely DESTROYING your deals (and what to say instead): 1) "Sorry to bother you..." Starting with an apology tells the prospect, “I’m not worth your time.” You’ve lost before you’ve begun. Top 1% performers NEVER apologize for delivering value. They command attention through absolute certainty. ✅ POWER MOVE: "Hey Alice, Marcus here from Venli. I'm reaching out because we helped Company X increase their pipeline by 37% last quarter, and I noticed your team might be facing similar challenges..." 2) "Just following up..." This lazy phrase screams, “I’ve got nothing to offer, but want your money.” Total momentum killer. Elite reps are wildly precise with their words and always reference specific commitments made in previous conversations. ✅ POWER MOVE: "Alice, you mentioned you were going to discuss our proposal with Charles during your leadership meeting yesterday. I'm curious … what feedback did you receive that we should address?" 3) "I know you're really busy..." Say this, and you’ve just made yourself irrelevant. Game over. Remember: YOUR time matters. Top performers signal status through subtle positioning every time. ✅ POWER MOVE: "I was just wrapping up a strategy session with Lisa, the CEO over at Company X, and wanted to quickly connect about next steps before my afternoon gets packed..." 4) "What are the next steps?" This signals poor process control - no system, no playbook, no real method. The sales machines I build don’t ask for direction - they GIVE it. They own the process. ✅ POWER MOVE: "Based on what we've discussed, here's what typically happens next: First, we'll schedule a technical review with your team for next Tuesday. Then, we'll deliver a customized implementation plan by Friday. How does that sound?" 5) "To be honest..." Wait, Wait... so everything before this wasn’t true? Nothing kills credibility faster. When I turn around failing sales teams, eliminating this phrase is always one of the first habits we break. ✅ POWER MOVE: "That's an excellent question, Alice. Here's exactly how our solution addresses that challenge..." 6) "What do I have to do to get your business?" Is this 1988? This pushy close screams desperation and kills trust instantly. The best reps I've coached understand that closing isn't an event. It's the natural outcome of a well-executed sales process. ✅ POWER MOVE: "It seems like you're hesitating about X. I'm curious … what specific concerns do you have that we haven't fully addressed yet?" Which of these six phrases have YOU been using without realizing it? 

I took a sales call this week that left me frustrated not because the product was bad but because the seller wasn’t ready He didn’t remember why we were meeting Didn’t recall who I was even though we’d just spoken a week prior and jumped straight into slides and fluff before asking me one relevant question From there it unraveled and fast... The product might’ve been fine but the pitch? It wasn’t built for someone like me and I get it I’m not a typical buyer I’ve been in outbound for 18 years I run an agency that dials 3,000 times a week per client I’ve used (and broken) every tool under the sun So if you’re going to sell to someone like me? You’ve got to bring more than a deck and some data claims For Founders and AEs still running demos like this 👇 Here’s the hard truth ❌ Running through your slides doesn’t build trust ❌ Talking about your funding round doesn’t show value ❌ Telling me you have “more data than Apollo” isn’t differentiation If you want to win more of these calls I suggest this instead ✅ Prep like a pro: Know who I am. Know why I might care ✅ Adapt the pitch: Don’t treat every buyer like a first time SDR ✅ Ask better questions: Get curious about what’s already working for me ✅ Ditch the fluff: Features don’t sell outcomes do ✅ Say something real: Why you? Why now? Why should I care? I’ve taken hundreds of discovery/demo calls and I’ve run hundreds myself good and bad Hell I used to suck at them But I learned → I reviewed the tape → I listened → I leveled up Because here’s the thing most reps forget Booking the meeting is hard But earning the right to stay in the room? That’s even harder So don’t blow the shot Your buyer carved out 30 minutes and that’s a big deal Meet them with clarity, respect and a real conversation Not another cookie cutter pitch Trust me it’ll change everything Otherwise? Don’t be surprised when seasoned buyers like me walk out early or worse refer you to someone less sophisticated who might actually fall for the fluff 🤷♂️

After 15+ years in sales, here’s a what I’ve learned. The words you choose are as important as the product you sell. Here are 7 phrases I hear too often, and why they quietly kill trust: ❌ “I’m just checking in” → Translation: “I don’t have a real reason to reach out.” Always give value when you show up. ❌ “To be honest with you” → Does that mean you weren’t honest before? Precision in language = precision in trust. ❌ “I can send you a proposal” → You’re handing over control. Instead: “Let’s walk through a proposal together to see if it fits.” ❌ “I haven’t heard back from you” → That’s your problem, not theirs. Instead: “I know timing is key. Is [X outcome] still a priority for this quarter?” ❌ “Trust me” → The fastest way to break trust is to ask for it. Earn it with proof, not promises. ❌ “I think” → If you’re uncertain, why should they be certain? Replace with “Here’s what we know from experience.” ❌ “Obviously” → Nothing is obvious to your customer. Clarity > assumption. 🔑 The fix: Your words should do 3 things in every sales conversation: Build confidence. Remove friction. Anchor value. If your language doesn’t do these 3, you’re accidentally selling yourself short. You don’t need to master a hundred sales tricks. All you need is to upgrade your words.