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Why “The Gift of the Gab” Is a Myth in Modern Sales
In Episode 2 of the CEMMT Sales Series, Fred Copestake and James Michael challenge one of the most persistent stereotypes in sales: that success comes from being loud, charismatic, and constantly talking.   Focusing on technical and specialist industries such as construction, engineering, manufacturing, and logistics, this episode explores why many highly capable professionals feel uncomfortable with selling — and why that discomfort is often rooted in outdated assumptions about what sales really is.   In this episode, we explore: Where the “gift of the gab” stereotype comes from — and why it no longer applies Why technical experts are often pushed into sales roles without the right preparation How sales gained a reputation for manipulation and performance What thousands of psychometric assessments reveal about top B2B sales performers Why extroverts are not automatically better at selling The rise of the ambivert in modern, complex sales environments The role of listening, silence, and thoughtful questioning in buyer-led conversations   Key insight Modern sales doesn’t reward the loudest voice in the room. The most effective salespeople today are those who can switch modes — talking when it adds value, listening when it matters more, and creating space for buyers to think clearly. The “gift of the gab” isn’t a strength in complex B2B sales. Balance is.   Why this matters today   Buyers now arrive informed, cautious, and often overwhelmed by choice and internal complexity.   What they need isn’t persuasion. They need someone who can help them make sense of decisions, navigate stakeholders, and move forward with confidence.   That requires empathy, restraint, and adaptability - not performance.   About the guests Fred Copestake Founder of Brindis and author of Selling Through Partnering Skills, Hybrid Selling, and Ethical Selling. Fred has worked with over 10,000 salespeople across 38 countries, helping organisations move away from outdated sales behaviours and towards collaborative, ethical selling.   James Michael Founder of Justified Talent, James specialises in recruiting and assessing first-time sales hires. With a background in behavioural psychology, he uses data-led psychometric assessment to identify what truly predicts success in modern B2B sales — beyond stereotypes and assumptions. Connect with James ·         LinkedIn: James Michael (Australia)   https://www.linkedin.com/in/smesalesrecruiter/ ·         Website: www.justifiedtalent.com   Part of the Sales Today - CEMMT Sales Series This is Episode 2 of a 5-part series exploring how selling must evolve to align with how buyers think, behave, and make decisions today - particularly in complex, technical environments. Subscribe to Sales Today to continue the series.   Follow Fred: https://linktr.ee/fredcopestake   Watch this episode on YouTube:  h https://youtu.be/mRzOStF-JsM   Watch Fred’s FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers   Useful resources Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today’s buying environment https://collaborativeselling.scoreapp.com/
Sales Today
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