(8/24/14) When selling a product, service, or idea, people often think that providing more information is better. The more data points, the more likely the other person is to be persuaded. This is not necessarily the case. Excluding data hounds, most people donít like to be overloaded with information. But people do appreciate the opportunity to talk about what they want and need. So if you want to sell something, give people a chance to talk.
Iíll never forget one of my first sales calls, many years ago. I was selling Dale Carnegie Training. After calling a prospect for six months, he agreed to spend ten minutes with me. Feeling rushed, I laid out all of our training brochures and quickly told him about every program we offered. Then I asked if he wanted to buy anything. He didnít.
If I had asked a few questions and listened to his answers, I could have provided information on just the training programs he needed, instead of giving him a list of likely irrelevant options.
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