{"id":3218,"date":"2026-06-29T14:20:48","date_gmt":"2026-06-29T11:20:48","guid":{"rendered":"https:\/\/www.persuasion.co.il\/en\/?p=3218"},"modified":"2026-06-29T14:20:48","modified_gmt":"2026-06-29T11:20:48","slug":"do-you-spend-too-much-time-talking-to-your-clients","status":"publish","type":"post","link":"https:\/\/www.persuasion.co.il\/en\/do-you-spend-too-much-time-talking-to-your-clients\/","title":{"rendered":"Do You Spend Too Much Time Talking to Your Clients?"},"content":{"rendered":"

One of the services we provide to companies and organizations we consult for (including small and medium-sized businesses in our mentorship programs) is <\/span>listening to recordings of our customers’ telephone sales calls<\/b>. We listen, then provide an improved script for whoever sent us the recording.<\/span><\/p>\n

One phenomenon I see again and again, in a very troubling manner, is that <\/span>the calls are too long!<\/b><\/p>\n

People conduct <\/span>“infinite”<\/b> telephone sales calls. When I write “too long,” I’m talking about <\/span>20, 25 and 30 minute<\/b> conversations – I’ve even listened to <\/span>40-45 (!) minute<\/b> calls. If you think a half-hour call with a new customer isn’t long, and perhaps conduct similarly long calls yourself – <\/span>you have a serious problem!<\/b><\/p>\n

The longer you spend talking to a customer, the more the chances of selling to them declines!<\/b><\/p>\n

That’s <\/span>contrary to a lot of people’s instinct and logic<\/b>, which says the opposite. In practice, a call that’s too long has <\/span>many disadvantages that reduce conversion rates<\/b>.<\/span><\/p>\n

1. The longer the conversation, the more likely you will make mistakes<\/b><\/h3>\n

(In my view, <\/span>over 10 minutes is too long<\/b>, and <\/span>over 20 minutes is far too long!<\/b>)<\/span><\/p>\n

You may say something <\/span>“out of order,”<\/b> note a minor detail or technical issue that <\/span>scares the customer<\/b>, reveal a personal opinion that doesn’t sit well, or state a fact that causes them <\/span>“to pull back”<\/b> and not purchase right now.<\/span><\/p>\n

We’re all human and <\/span>we all make mistakes<\/b>. With a new customer who doesn’t yet know you, <\/span>sitting on the fence<\/b> between you, other suppliers, or not buying at all, <\/span>every sentence, example or figure could be critical<\/b>.<\/span><\/p>\n

Longer conversation time = more potential mistakes you may make.<\/b><\/p>\n

2. The longer the conversation, the more the customer will think you are their friend<\/b><\/h3>\n

I’m in favor of long-term relationships with customers, but in order for them to make a purchase, <\/span>a certain “distance” has to be maintained<\/b>.<\/span><\/p>\n

Why? Because if the customer thinks you’re their friend, they’ll expect a <\/span>discount<\/b>, <\/span>free consultation<\/b>, and <\/span>exceptional requests<\/b> which, if you agree to, mean <\/span>the deal is no longer worthwhile<\/b>. After all, <\/span>we don’t pay friends, right?<\/b> With friends, we exchange <\/span>“favors.”<\/b><\/p>\n

Too much time <\/span>breeds familiarity<\/b> and sometimes gets personal (about things irrelevant to the sale), giving the customer the <\/span>wrong impression<\/b>. (Worse, they may think <\/span>you aren’t busy and don’t have other customers!<\/b> Remember the realtor and old man in Commandment 2?<\/b>)<\/span><\/p>\n

More conversation time = a potential customer who thinks you are their friend, and the chances they will buy from you will decline.<\/b><\/p>\n

3. Long conversations will exhaust you!<\/b><\/h3>\n

Say you spoke with a customer for 40 minutes, and at the end they say they <\/span>“have to think about it.”<\/b><\/p>\n

That’s <\/span>really disappointing<\/b> because you invested <\/span>40 minutes<\/b> (at the expense of other clients and tasks) expecting a deal, and <\/span>no deal was closed<\/b>. You’re <\/span>tired, moody<\/b>, and want to go home.<\/span><\/p>\n

But \u2026 <\/span>you have a lot more calls to make!<\/b> And you’re already <\/span>exhausted, worn out, and low on energy<\/b>. What will your next conversation sound like? <\/span>A lackluster discussion without energy or motivation.<\/b> That annoying customer not only took 40 minutes from your life, but <\/span>drained your energy and attention<\/b> and <\/span>“screwed up” the rest of your day<\/b>.<\/span><\/p>\n

To be a successful entrepreneur, salesperson or manager, you have to <\/span>make a lot of calls<\/b>. If every call took 20, 30 or 40 minutes – the effect would be <\/span>a lot less calls, many fewer deals closed, and a lot less revenue<\/b>.<\/span><\/p>\n

More conversation time = less sales conversations, less conversions and more customers who will exhaust you and make you consider switching professions.<\/b><\/p>\n

With love,
\nDr. Yaniv<\/mark> Zaid \u2013 “Doctor Persuasion”<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

One of the services we provide to companies and organizations we consult for (including small and medium-sized businesses in our mentorship programs) is listening to recordings of our customers’ telephone sales calls. We listen, then provide an improved script for whoever sent us the recording. 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