The Sales Person's Curse

Ever get caught in the trap of telling a prospect all of your features and benefits, only to find out later they really weren't interested in buying? Or, ever bring up a feature and benefit, only to learn that the prospect had problems with that very thing once before? Ever have one of those sales calls where you felt like you did all of the talking?

If you have, you are overselling and that is the Sales Person's Curse.

Selling is not just you talking, but you asking good questions to learn the prospect's problems. In fact, 70% of the talking should be done by the prospect. Sales people are problem solvers, not information givers. Remember to ask questions.

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Quote "Over the years, SISS has leveraged the services of the Sandler Sales Institute . . . (and) we have benefited greatly from the professional sales training and coaching provided by the Sandler Sales Institute." Quote

Chris Glover, SISS