Not because your product is bad.
Not because you asked the wrong question.
But because people can feel within minutes
whether you’re truly present…
…or just waiting for your turn to sell.
And that difference changes everything.
The moment a prospect senses you have an agenda,
the walls go up.
Answers become safe.
Pain stays on the surface.
And without real pain,
no solution has real value.
This is where average sellers separate from top performers:
Average sellers look for validation.
Strong sellers look for the truth.
Even when it’s uncomfortable.
That means:
• Asking deeper questions even when you may not like the answer
• Being comfortable with silence instead of rushing to fill it
• Staying curious instead of trying to control the conversation
• Having the courage to admit you may not be the right solution
Because trust isn’t built
through the perfect pitch.
Trust is built
when someone feels:
“This person isn’t trying to convince me…
they’re genuinely trying to understand me.”
And that’s where real VALUE is created.
Not in your deck.
Not in your script.
But in the moment someone finally feels heard.
🧠 Honest question:
When was the last time
a prospect told you something
you didn’t want to hear…
…and you kept digging deeper anyway?
👇 Curious to hear your honest answer.
Originally published 26 May 2026 on LinkedIn. Follow Eric Stijnman on LinkedIn for more sales coaching and leadership insights