Sales people talk too much.

Marketers and sales people are famous (or infamous depending on how you look at it) for talking fast and just yap yap yapping to get you to buy.  Many of them oversell and talk way too fast, giving you too much information.  Yes that’s right they give too much information.  My company was in search of a new CRM (Customer Relationship Manager) a few weeks ago because we had outgrown the one we were currently using, and I downloaded several trials from different companies.  One of the companies I tried I had some questions so I called and talked to an account representative and this guy just went on and on and on.  I would ask a question and he would either give me everything but what I asked him about or he would give me the answer but then keep going about everything else on the planet and I had to wait for him to run out of breath talking about crap I didn’t really care about, so I could ask the next question.  Seriously just stop talking.  Answer the question I asked than be quiet so that I can ask the next one.  I did not go with this company; I never really got into the demo of the program because I was turned off already so I moved on and ended up going with another developer.

If you are trying to sell something whether that be a product or a service, obviously you have to give your potential customer information.   The question is what information?  The biggest problem that I see in sales today is that sales people are so worried about making the sale that they over deliver in information and believe it or not this is a turn off, it comes off as being cheap and people feel like they are being hustled.  My grandmother used to say that God gave you two ears and one mouth for a reason and that is so that you can listen twice as much as you talk.  This would most definitely apply here; listen to what your customer or potential customer is saying, don’t just listen to them, HEAR THEM.  Know what it is they are asking, and provide them the information that they are asking, don’t go overboard, and don’t talk them to death.  It’s not impressive, not at all.

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About Joe Melle

Joe Melle has founded and ran several successful businesses, and has had an interesting career in direct contact media, call center operations, sales operations, customer service operations, customer retention, and quality assurance; he has written over 140 business articles, previously served as a part time adjunct professor for a university teaching business, marketing, and management courses to both graduate and post graduate students.Email Me