Don't make me feel stupid

Clients hire you because you're the expert.

But they don't want expert-level jargon.

They want competence without intimidation.

Your job in sales is to translate complex concepts into layperson terms.

Yet many experts oversell to prove their amazing knowledge, fearful of imposter syndrome.

This backfires in two ways:

First, overexplaining lets clients reverse engineer your "secret sauce" for free.

Second, it makes clients feel dumb, driving them to competitors.

In pitching, give just enough expertise to build confidence, not overwhelm.

Tailor your pitch to the needs of your prospect, not your own.

Give enough background to build confidence in your abilities.

But don't try to impress them with complex explanations they can't grasp.

The goal isn't to showcase all that you know. 

It's to convey how you'll help them grow.

Use relatable analogies and examples to get concepts across simply and clearly.

Empower clients to make smart decisions by framing your solutions around their needs.

You close sales by helping your clients reach their goals faster. 

You lose deals when your prospect feels belittled by an ego-driven “expert”.

Check your ego and imposter syndrome at the door. 

Your knowledge is more impressive when combined with empathy, emotional intelligence, and respect.