SOMETIMES WE SHOULD JUST ZIPIT.COM
I was with a Seller on a late Friday afternoon. There were four (4) of us and, like everyone else – I thought – I was anxious to start the weekend. What ensued just wasn’t right!
This Seller, in an attempt to be “thorough,” proceeded to go into painstaking detail – reading from a technical specs sheet – about how his product not only “was the industry leader,” but how it worked! He explained how this part worked in conjunction with that part. And, it continued for 35 minutes – which is a really long time!
Later, in the parking lot, he asked what I thought of his presentation. I responded by asking his opinion. “Thought it went great,” he said. I asked why he went into such great detail and he responded that “I always do it that way.” He was unaware that the three (3) of us were bored to tears and the Buyers were just too nice to say anything.
I suggested he could have presented a choice for the Buyers:
· Allow the Buyers to peruse the product information and then respond to their questions.
· Go into the detail as he had.
Let your Buyers provide an easier way to Sell.
A good rule to follow might be – “don’t answer questions that haven’t been asked.”
What do you think?
Good Selling!
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