9 things you should NEVER say on a sales call (And exactly what to say instead if you want to close)
I’ve analysed 40+ sales calls.
The difference between a "let me think about it" and a "where do I sign?" usually comes down to one thing: Authority.
What you DON'T say matters more than what you say.
Here is what you should never say to a potential client (and how to pivot for the win): 🚨
❌ "So, what do you think?"
↳ Hands over the decision with zero direction.
✅ "What would need to be true for this to be a clear 'yes' for you today?"
❌ "This includes onboarding, weekly calls, templates..."
↳ Lists features before they’ve felt the problem.
✅ "Tell me more about the real problem underneath what you just told me."
❌ "I can lower the price if that helps."
↳ Confirms hesitation is about money—even when it isn't.
✅ "What’s making this decision feel hard right now?"
❌ "Take your time, no pressure."
↳ Trades clarity for comfort. You just lost the deal.
✅ "What’s the one thing you still need to think through?"
❌ "I'll follow up with you next week."
↳ Hands your close rate over to their inbox.
✅ "What’s the next step you want to take before we hang up?"
❌ "I totally understand your budget."
↳ Sounds empathetic, but kills your authority.
✅ [Say nothing. Let the silence sit.]
❌ "Does that make sense?"
↳ Invites a polite "yes" while burying the objection.
✅ "What questions came up for you as I explained that?"
A good sales call is not a persuasion call. It is a decision call.
If you are the one doing the persuading, you are the one who is desperate. If you are the one doing the diagnosing, you are the one in control.
Love
Kanika
PS: Be honest: What’s the one question that always makes you nervous to ask on a sales call? Let me know, and I’ll tell you how to rephrase it to build authority instead of losing it.
PPS: If you want live coaching to go from ‘invisible’ to ‘Fully Booked’ on Linkedin even if you only have 100 followers, check out my course starting in September
