Have you been caught in the trap of telling a prospect all your features and benefits only to find out later they really weren’t interested in buying? Or, have you pushed a selling point, only to learn that the prospect had problems with that very thing before? Have you ever had one of those sales calls where you felt like you did all the talking? If you have, you are overselling and that is the Sales Person’s Curse. Selling is not just you talking, but should be the Sales Person 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. Start asking questions and avoid “The Sales Person’s Curse.”

Think about this before your next sales call, or ask for help from Sales Concepts at 440-835-1529.

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