You had me at hello: 4 tips to avoid the pitfalls of overselling

By Centerpoint Connect. 

Discover the signs that your client is ready to buy and learn how to avoid overselling to build trust and close deals effectively. 

There’s a valuable lesson to be learned from the iconic movie “Jerry Maguire” that’s applicable to sales. When Tom Cruise’s character has a revelation, he eagerly shares with Renee Zellweger through a lengthy monologue, after which she cuts him off with, “Shut up. Just shut up... You had me at hello.” This famous line represents a key lesson in sales: knowing when to stop talking. 

Ask yourself, do you know when to shut up? Do you find yourself overselling your product? How well are you able to read your clients and know that they are ready to buy, accept or change? Learning to stop before you risk losing the deal is essential when forming long-term relationships with clients centered around credibility, trust and service. 

But why do we oversell, and how can we overcome this common pitfall? Our team at Centerpoint Connect have compiled strategies to refine your sales approach and ensure you seal the deal without saying too much. 

Why do you oversell?

Lacking confidence, observation of nonverbal signals of your listener or business savvy are all reasons why you may find yourself missing out on an important sale. 

How do you overcome overselling?  

Listen and speak with purpose. Successful selling must be conducted carefully by assessing your customer.  To be successful (learn when to be quiet and observe):  

1 — Pay close attention to facial cues. This means that if the listener frowns when you initiate selling towards them, stop selling immediately and simply present the basics. This also means that if the listener stops looking at you, you’re about to lose them. Get to the point.  

2 — Do not blather ad infinitum with superlatives. Make your motto: “Less is more”. Winston Churchill once said, “If you want me to speak all day, I’ll begin right now. If you want me to speak for 20 minutes, it will take me a week to prepare.”  

3 — 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. 

4 — 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. 

Original article source: Centerpoint Connect