I’ve seen it happen over and over again – chances are one or more of your team members are guilty of doing this too…
Picture this, you have a prospect that is interested in your product or service. It seems that bringing them on board as a new client is more or less a done deal. Your rep continues to sell to them anyway. They keep piling on and highlighting features and value that your prospect doesn’t necessarily even need. The prospect begins to back off, they go from being interested and engaged to hesitant. The prospect decides they need to think about the decision…you never hear from them again.
What happened? The sales rep fell into the “oversell trap” and lost a potential client as a result.
Here is a better approach. Always have your sales team verbally walk through the value of your product or service before putting it into a proposal. Get them to share with the prospect or client that you’re going to be delivering A, B, C and D and ensure that those features or benefits appear in the proposal exactly as discussed verbally.
Don’t add more value than what the prospect is expecting. As soon as you do, you risk having the buyer perceiving your service as “overkill” or beyond what they’re seeking, and they’ll likely back off as a result.
Simply put, nobody wants to pay for a bunch of features or benefits that they don’t even need. <— Click to Tweet
Aligning what you promise with what you deliver is a simple but powerful (and often overlooked) way of closing more sales and building long-lasting customer relationships.