Are you throwing up on your customers? If you’re a sales professional who loves to talk about your product, it may be time for you to shut up! Information overload will shut down a potential customer, as quickly as hitting a few hot buttons will pique their interest.
Consider taking a consultative approach instead. Ask a lot of questions. Listen intently to the responses. You may ruin an otherwise well prepared and eloquently executed presentation simply by talking too much. It’s important to pass on enough information so that your prospect can make a sound decision; however, the point to remember is that your prospects are really only interested in answers to their questions.
There are two ways to make certain that you have answered their questions appropriately:
1) You can start rambling off a list containing dozens of your products best features and benefits.
2) You can ask your prospect what is important to them, and then focus on that.
Quit throwing up on your customers! Rather, take the time to ask specific questions that require specific responses, and then listen carefully to the responses. Answer as briefly and to the point as possible. Demonstrate how you and your company have the solution. Give your prospect a reason to want to do business with you, instead of leaving them with the impression that you are just another salesperson hired because you have the gift of gab.
Focus on your customer’s needs and understand that all they really want is an affordable solution to a problem. If your prospect doesn’t have a problem that your product or service can provide a solution to, then, realistically, you do not have a qualified prospect. If your prospect has no interest in your offering, it matters very little how many times you repeat your sales pitch; it’s unlikely you will ever convert a sale.
If you overload the prospect with trivial facts and data, much of what you talk about will not be retained. Concentrate on a few key thoughts, a couple of important statistics, if needed, and leave the volumes of technical details alone until you’ve made a sale, and then you will find you have a shiny new customer.