By Karen Cortell Reisman
In the movie, Jerry Maguire, Tom Cruise reaches an epiphany which he has to share with Reneè Zellweger. After his LONG spiel Reneè interrupts him saying, "Shut up. Just shut up.....You had me at hello. You had me at hello."
Do you know when to shut up? How often do you oversell? Can you read the signs that your client or prospect already 'gets it'? In other words, she's ready to buy, ready to accept, or ready to change; BUT, you keep talking . . . which may jeopardize the whole deal?
Recently I was shopping at an upscale boutique clothing store. It was down to decision making time. I stared into the mirror trying to decide whether to purchase the vogue pantsuit. I liked it. However, it was a different 'look' for me and I was unsure of how often I'd wear it. Given the pricey price, I wanted to know I'd be pleased with this purchase.
The new owner of the store came into the fitting room and she kept talking about the outfit, about me, and about the various ways I could use this pantsuit in my wardrobe. Suddenly, somewhere in her verbiage, she inadvertently stated that this outfit suits someone who is tall. I'm not that short, but I'm not what you'd consider 'tall'! She had me at hello, and lost me by good bye. I did not buy.
Your goal is to form long-term relationships built upon credibility, trust, and service. Overselling detracts from this goal.
Why do you oversell?
How do you overcome overselling?
Successful selling has to be conducted carefully by assessing your customer.
In order to be successful (learning when to shut up):
Shut up. Listen. Speak with purpose.