From Rambling to Closing: How to Speak Less and Sell More

The Sales Call That Ended Too Soon

My first remote closer interview was with a prominent multi 7-figure company.

I somehow convinced them to give me a shot. By all intents and purposes, I shouldn’t have been there.

I'd knocked on some doors in the past but didn't have a lick of experience over Zoom.

The interview started, and we ran a role play. I was confident I could "talk" my way through it.

I had always been told that I was convincing, a great speaker, the works...

I never even finished the roleplay.

They saw enough.

The issue: I simply wouldn't shut up.

I have what I call "old man's syndrome".

Let's face it, we all know those old guys who can seemingly talk for eternity.

That's who I was - the words kept coming, but none of it landed the way it needed to. I thought I was persuading them, but in reality, every word pushed them away.

I learned a brutal but valuable lesson: rambling is gambling.

Why Salespeople Ramble (And How It Kills Deals)

Most salespeople don’t realize how much damage over-talking does.

The more you talk, the less your words matter.

What keeps us jabbering?

1. They’re uncomfortable with silence.

   • Have you ever been on that first date and you were hit with the dreaded awkward silence? That's exactly what reps are trying to avoid. In fact, studies have shown that people can't sit for more than 4 seconds of silence before they get uncomfortable.

   • That's why reps just keep talking. But, like that first date, eventually, you blab something that turns them away. 

2. They try to talk their way out of a corner.

   • Maybe the prospect has a concern (likely from something you over-explained). You go into panic mode and just start talking, trying to convince them. Every word makes you seem more desperate and likely is digging you a deeper hole.

3. You believe that real salesman have the "gift of gab"

   • When we picture the typical salesman - most people picture the age old classic extroverted person. Constantly talking, thriving on everybody's energy.

   • However, as you "gab" away, your prospects lose interest, just praying that you'll get to the point.

Here’s the reality: The best salespeople say less.

How to Speak Less & Sell More: The Brevity Framework

If you want to stop rambling and start closing, you need a process.

It took some practice(and continued practice) for me to keep the rabble on a leash. 

Some of the things I practiced:

1. Master the Pregnant Pause

   • Silence is not your enemy—it’s a weapon. After making a key point, pause and let the prospect process it. The more you pause, the more weight your words carry. Your prospects will have more time to process your words, leading to a more intentional conversation.

2. Flip the 80/20 Ratio

   • Your prospect should talk 80% of the time—you should only talk 20%.

   • The less you say, the more your words are valued. It also emphasizes the importance of questions. 

3. Ask Instead of Tell

   • Questions sell, statements repel.

   • The best way to achieve an 80/20 ratio is to encourage conversation. What questions can you ask to better understand their current situation?

4. Cut Words Like a Ruthless Editor

   • Conduct personal call reviews. Every rambling sentence you recognize, re-phrase it and do a solo roleplay using that question.

   • Efficiency in communication = efficiency in closing.

Brevity Drills: Practical Exercises to Train Sales Brevity

These drills will train you to speak tighter, clearer, and with more impact.

✅ The One-Sentence Rule

• Explain your offer in one sentence, no fluff.

• Example: Instead of “We offer personalized training programs designed to help salespeople maximize their potential,” say “We train salespeople to close more deals—faster.”

✅ Delayed Response Drill

• Before answering a question, take a breath, pause for 3 seconds.

• Forces you to think before speaking.

✅ Question-Only Calls

• Have a sales call where you only ask questions.

• This one's always the hardest for me. But this prioritizes what they think, what they're experiencing. This in turn gives you more data to be able to build a comprehensive plan for them.

✅ Word Efficiency in Life

• Train brevity outside of sales: Texting, emails, even daily conversations.

• The habit of being concise transfers to sales calls.

Say Less, Close More

In life, the people who go on and on have something to prove.

That shouldn't be the case for you.

Sales isn’t about proving how much you know. It’s about saying what's needed to invoke necessary change.

The best closers don’t convince people —they guide them with precision.

If you talk too much, you’re working harder than you need to.

Remember: every extra word you say is an opportunity for you to say the wrong thing. 

Tread carefully

If you want to train brevity, start with one of these exercises.

Next step: what do you do if you're the opposite? (I’ll be tackling this in an upcoming post—stay tuned!)

(Note: I ironically was looking at how to write more in this article - this is a continuous improvement cycle)

Only word efficient comments today haha