It’s not enough to just know your product.
It’s not enough to simply show up.
What sets great salespeople apart is how they show up… how they sound, how they listen, and how they make their customers feel.
The most overlooked skill in sales isn’t your pitch. It’s the way you deliver it.
Let’s dig into the intangibles. The subtle, human skills that often make all the difference.
Sound Interested, Because You Should Be.
Have you ever had a conversation with someone who sounded like they were reading off a script?
Monotone, mechanical, just waiting for their turn to talk?
Customers can hear it.
When you sound bored or distracted, they’ll know.
How to Fix It:
Change your tone: Use inflection and energy in your voice. Sound like you care, because you should.
Be curious: Ask questions with genuine interest. What matters to them? Why are they calling today? What’s their story?
Practice intentional engagement: Smile while you talk. It changes the entire energy of your voice.
When you sound interested, people feel valued. When people feel valued, they’re more likely to trust you, and trust leads to sales.
Eliminate the Fillers: No “Uh,” No “Um”
“Uh,” “Um,” and long pauses tell your customer one thing: you’re unsure. And if you sound unsure, why should they be confident in what you’re offering?
The best salespeople sound sharp, prepared, and confident, even when they’re thinking on their feet.
How to Fix It:
Pause with purpose: Silence is powerful. A brief pause sounds thoughtful, not uncertain.
Practice your talk path: The more comfortable you are with your process, the fewer filler words you’ll use.
Slow down: Most fillers come from rushing to speak. Slow, confident pacing gives your words weight.
The absence of fillers doesn’t just make you sound better, it makes you sound like a professional.
Active Listening Is Your Superpower
Most salespeople listen to respond. Great salespeople listen to understand.
When you’re fully tuned in, you’ll catch the real reasons your customer is calling, the small details they care about, and the hidden opportunities they’re giving you.
How to Fix It:
Repeat key points back: “So just to make sure I understand, you’re mostly concerned about…”
Use follow-up questions: Go deeper. Ask why something matters to them.
Don’t interrupt: Let them finish their thought, even if you think you know where they’re going.
When a customer feels heard, you instantly differentiate yourself from the competition.
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You don’t need magic words or flashy marketing to be great at sales.
You need to master the things most people overlook.
Sound interested.
Speak clearly.
Listen fully.
Those intangibles aren’t “nice to have.” They are the very things that set you apart.
That’s the difference between a good producer and a legendary one.
The opportunities are there. The business is waiting. The question is, are you taking action?
The agents who commit to high activity, strong conversations, and strategic adjustments will come out of spring with momentum that carries them through summer and beyond.
At CWC, we help insurance professionals master the skills, strategies, and mindset to dominate in sales. If you’re ready to take your production to the next level, we’ve got the training, tools, and support to make it happen. Let’s build something great together.
Know you want to get started?
Use code “BLOGS” at sign-up to get $100 off your first month.
Let’s make 2025 a great year!
