Avoid Being Guilty Of Overselling

Being guilty of overselling is in my opinion one of the worst sins a salesperson can commit.

When a salesperson oversells during the presentation he or she is just talking the prospect out of buying the product.

When it is time to close it is time to stop selling and start closing the order.

It is not difficult to see when the prospect is ready to buy by listing to their tone and demeanor as well as the questions they start raising.

When they ask a buying question such as, “Will this product do such and such?” Assure the customer that the product will indeed do what they ask, if it will and start closing the order if you are at the normal end of the presentation.

Find out how they intend to pay for the product or when they need it delivered, etc..

You can close more sales if you do less talking in most cases because if you continue to talk, seeds of doubt work their way into the conversation.

Talking past the close always causes objections and some you may not be able to answer and this will cause you to loose the sale.

When the prospect is sold, close the sale.

If you would like more information on how to increase you or your teams selling success you can come to my website at http://www.thesellingfool.com

Thank you.
Billy J Gibson
Thesellingfoolbjg@yahoo.com
http://www.thesellingfool.com