Great Conversations

I’ve sat through countless sales calls with young colleagues—and sometimes with senior colleagues, too—where they rush into pitching product features, hoping to establish credibility. But instead of connecting, they overwhelm. The impact they’re chasing doesn’t happen.

Over the years, I’ve learned this: the best sales pitches happen when real conversations take place. Good conversations build strong connections. Those connections create trust and engagement, making real impact possible.

So, what makes for a great conversation?

• It has a clear purpose.
• It educates, informs, or inspires.
• You are fully present, listening—not just to words but also to what’s unsaid.
• You stay open-minded and curious.
• You bring positive, constructive energy.
• You ask open-ended questions that spark thought and dialogue.
• It’s a two-way exchange of value, not a one-sided monologue.
• It’s about the other side—their ideas, feelings, and perspectives.

When you stop pitching and start having meaningful conversations, you don’t just sell—you solve problems. And that’s when the magic happens.