Lisa Terrenzi

Salespeople talk too much!

Salespeople talk too much! I was recently hired to help a very competent and well-known business man close a multi-million dollar contract. He had an established Fortune 500 company that was very successful so when he told me his problem I was surprised. It turns out he knows his market cold, he knows what to go after and how to do it and his salespeople are great, but when he gets brought into the sales conversation (a necessary action for these deals) the deal tends to fall apart. After accompanying him on his next multi-million dollar sales meeting, it all became crystal clear. Being in charge, it was only natural for him to “take charge” of the meeting, but he did more than this. He covered everything there is to know about his product and services. He left no stone unturned. While he was trying to be extremely helpful, this approach left no room for the potential client to provide vital information that would help him close the deal, not to mention made the client feel like they were being left out of the conversation! Have you ever had someone spend what seemed like hours, explaining in painstaking detail, how to do something? Or had to sit through a 3 hour lecture in college? Or how about listen to your parents tell you everything you should and shouldn’t do in life while relieving their entire childhood and every failure along the way? The truth is no one is ever going to listen to you, let alone follow your advice, without having the information relate to something that is causing...