The Sales Evangelist 5 Sales Techniques Sellers Love To Do But Your Prospects HATE! | Donald Kelly - 1944
Oct 24, 2025
Explore five sales techniques that can turn prospects off. Discover why BANT can feel like an interrogation and how to ask the right questions. Learn how to engage stakeholders without offending and avoid the pitfalls of too-rapid follow-ups. Uncover the risks of false urgency and the importance of eliciting genuine timelines. Also, find out why scripted small talk annoys prospects and how to make cold outreach more relevant with a tailored approach.
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Stop BANT Interrogations
- Avoid interrogations using BANT-style rapid-fire questions with prospects.
- Lead with conversation, listen 60–70% of the time, and ask follow-ups to surface true needs.
Ask About Decision Process, Not Person
- Don’t bluntly ask "who's the decision maker" and risk insulting your contact.
- Ask about their internal process and whether decisions are individual or committee-based instead.
Schedule Follow-Up During The Call
- Avoid following up too frequently in the days after a meeting because it reads as desperation.
- Set clear next steps and agree on a follow-up time during the call so you know when to reach out.