Avoid overselling by explaining the relevant benefit clearly, then giving the customer room to respond.
Ask what the customer still needs to understand before adding more detail. A pause or a question is more useful than assuming they are ready to buy.
Our goal is to form long-term relationship built upon credibility, trust, and service. Overselling detracts from this goal.
What leads to overselling?
- Lack of confidence of your product or yourself
- Lack of observation of the nonverbal signals of your listener
- Lack of business savvy
Listen and speak with purpose
Successful selling must be conducted carefully by assessing your customer. In order to be successful (learn when to be quiet and observe):
- Check whether your explanation is useful. Ask whether the customer wants more detail, then pause for their response. Use their answer to decide what to explain next.
- Do not blather ad infinitum with superlatives. Make your motto: “Less is more”. Prepare a concise explanation of the customer’s need, the relevant benefit and a useful next step before the meeting.
- Keep the end in mind. Know what you’d like to sell ahead of time. Better yet, know what would be best for your prospect BEFORE you begin. This vision will help you stay on track.
- Believe in yourself. You have the knowledge and the credentials. You are successful leaders. You use current technology. Keep this in mind, even when you experience a ‘Murphy’s Law’ kind of day, you’ll be able to sell with just the right amount of finesse.
