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If you provide too many choices for your customer, it generally means you haven't done enough discovery work and research with them. When the customer is bombarded with too many choices, it can be daunting. Too many options can confuse or even paralyze the decision making process. Before keeping the choices or available options on the table, first and most important is map the customer requirement correctly. The sale success depends on how accurately this exercise is carried. A long list of choices may confuse the customer than convincing. The confusion adds friction to the buying process and this slows down or even stops the purchase from being completed.
THATS TRUE,,YOU ARE NOT THERE TO TEACH OR GIVE INFORMATION TO YOUR CUSTOMER,,, KEEP YOURSELF IN LIMITS OF SELLING YOUR PRODUCT,,,
To be a successful sales person you have to give the information according to the customer needs and interests,
So when you use to give too much information for all kinds of customers it will show you as a hungry target one.
When you first meet with a potential customer, it is usually recommended that you make what is called an "elevator pitch". This basically means that you provide a quick and basic speech that introduces yourself and your company and provides only a few bullet point benefits of your product or service. You don't want to overwhelm nor bore your prospect.
The idea of a successful elevator pitch is to leave the prospect wanting to know more..he'll be the one asking you for more information.
It's also a good idea to really know your elevator pitch well as you can use it while you're introducing yourself on the phone or even when you meet people at networking events and conferences.
According to my opinion & experience too much informative person having more much closure chances compare than others .
Complete Information :
1. Generate customer’s faith.
2. Generate maximum queries in which customer recommending to us only & providing reference leads too.
3. Strong Confidence ,During group discussion with competitors due to complete product knowledge .
4. Through customer orientation strategy ,We become ideal consultant for them.
5. Transparent procedure & commitments always keeps you out of the crowd .
Ultimately , We are the one who knows about multiple options , It’s our duty to educate customer first regarding the same . Onwards ask which one suits to him/her .
Every sales person should know AIDA. Attention Interest Desire Action. Every customer wants to know whats the catch or what is the value he or she will get purchasing that product. Being a salesperson, follow the KISS approach which means Keep it sweet and simple.
Adjust your information provision style and amount to the sales setting. Examine it first. What is the selling context:
In general, always gather "customer needs" information first from your customer, before you can act on them. Don't throw in your well-practised one-script-fits-all at him/her. It would be very awkward to hear from him/her that he/she wasn't in need this irrelevant information at all, before he/she hangs up on you or leave you to the next stand or the next shop. Know your stuff well, and be confident in channeling your knowledge carefully & considerately.
Too much information means:
1. Over marketing or over selling
2. Moving the push strategy which is not favored
3. Getting out of the pull strategy
4. Unspecific information provision might take place
5. The buyer likes to optimize himself so don't enter his brain to decide for him. This way you will spoil the deal.
Purchase decision does not require many information as many would think ... just a good presentation and a strong keywords and then .... VOILa :) .... product sold.
while giving much info for sure will confuse him and opens different areas of doubt in his mind.
It is really true..a smart custumer tends to bargain cost againts your services and the valueble information you provide them.
as i said earlier, the best sales person is one who understands the clients pain and provide him the solution.
Client who you are planning to pitch your product, is not interested how many products you have. However when give a solution they will show more interest in your pitch and products
