At some point in your sales career, you were probably told that you need to “build value” in your product.
So what do most salespeople do in order to build value?
They jump straight into the world’s greatest sales pitch and start vomiting features and benefits all over the prospect, and then they talk about how amazing their company is.
And what happens when you get an objection?
You go into an even better sales pitch than before, because obviously the prospect is objecting because they didn’t hear you the first time!
Does that resonate with you at some point in your career? It should, because we’ve all done it.
Well there’s a term for that type of behavior…it’s called OVERSELLING.
Collins dictionary defines “oversell” like this:
to emphasize the good points of excessively and to a self-defeating extent
She so oversold the picnic that I became convinced I’d have a better time at the movies
What this is saying is that overselling actually turns buyers off, rather than do what’s intended and builds more value.
Why you might ask?
Two reasons:
- Buyers don’t trust salespeople
- If you aren’t talking about what’s important to the prospect, they feel like you aren’t listening and don’t care (even if you’ve build rapport and went to the same high school)
So the bottom line is that overselling is actually making you LESS effective at signing up partners, and making you work harder than you need too.
How do you fix this?
It’s easy! Just make sure that you stay focused on the individual that you’re talking to, and their specific needs.
Do that, and you realize how much easier selling actually is!
-Jake Martincic
JakeMartincic.com 