Article · ~10 min read

Mastering the talk-to-listen ratio in sales calls

Gong Labs Free Intermediate

This is the data behind if you talk less than the customer, you're doing it right. Gong analyzed hundreds of thousands of real sales calls and found that reps who talk less and ask fewer, better questions close more. It gives you a concrete number to aim for instead of a vague feeling.

• Winning calls average roughly 40 to 46 percent talk time for the seller, the rest is the customer talking.
• Long uninterrupted monologues from the seller correlate with lost deals.
• Fewer, more targeted questions beat a long list of generic ones.