I have a habit—one I’ve worked hard to break. I jump in too fast to solve problems before I fully understand them. Whether it’s in a sales conversation, listening to a friend vent, or even small talk with a stranger, my instinct is to fix things right away.
Sound familiar? Many sales professionals do the same thing. The moment a buyer mentions a concern, we rush to offer solutions. After all, that’s the job, right?
Not exactly.
What if you’re offering a solution before you even know what the real problem is?
If you misdiagnose the issue, you risk recommending the wrong home, focusing on the wrong benefits, or worse—making buyers feel unheard. Instead of earning trust, you unintentionally push them away.
Buyers already walk into sales conversations on guard. Many assume salespeople are pushy before they even meet you. That means they’re listening for signs that confirm their suspicion.
If you jump straight to fixing things, here’s what they think:
This salesperson doesn’t really understand me.
Clearly, you’re more interested in selling than listening.
Instead of making them feel supported, they feel rushed. And when buyers feel rushed, they hit the brakes.
Want to reset this habit? Try this challenge: For the next 24 hours, don’t offer any solutions.
If you’re in a relationship, the next time your partners vents about work, the kids, or a frustrating text—resist the urge to fix it. Just listen. If you’re single, try this with a friend or coworker. When they tell you about a tough situation, avoid giving advice unless they explicitly ask.
Instead, practice responses like:
“That sounds really frustrating.”
“I can’t believe that happened.”
“What are you thinking of doing?”
“That must have been tough—are you okay?”
The only exception? If they directly ask, “What do you think I should do?”—then, and only then, offer your advice.
By practicing this skill in real life, you’ll train yourself to slow down in sales conversations, too. Instead of immediately pitching a home, an upgrade, or a financing option, you’ll start asking better questions.
✔ Let buyers talk. Rushing to “fix” makes them feel unheard. Slow down.
✔ Ask deeper questions. Get to the root of their concerns before offering a solution.
✔ Build real trust. When buyers feel understood, they are far more likely to move forward.
The best salespeople don’t just give answers—they help buyers discover the right answers for themselves.
Take the 24-hour challenge and see what happens. Did you catch yourself wanting to jump in? Did it change the way people responded to you?
Send me a message on LinkedIn or Instagram—I’d love to hear how it went. Tell me the good, the bad, and the moments that surprised you.