Want to Inspire Your Prospect? Stop Being a Sales Know-It-All!

We’ve all met that sales person: the one who is the end-all, be-all, absolute authority on every detail of every feature of their product.

They are a walking, talking, Wikipedia of what they sell, and they can’t wait to impress us with their vast depth of understanding.

They are the star, their sales presentation is the stage, and we are the victims.

Admittedly, breadth and depth of knowledge is exceedingly impressive. And if such sales people ever find themselves on Jeopardy, faced with a final question about their product, they would be wise to go all in.

There’s only one problem with this approach: We, the common folk (buyers), don’t give a crap.

The very thing you are aiming to impress us with is repelling us. Who likes a know-it-all?

Here is our message to Sir or Madam Knows Everything And Shares It All. Heed it well:

Please know everything but only share what matters.

These are not difficult instructions. There are only two directives. Re-read if you need to.

Here’s the rub. Most sales people think the first half of that sentence is the important part.

I vehemently disagree. I passionately, fervently, zealously and boldly disagree!

Hey look, I’ve got a thesaurus and I’m not afraid to use it. It’s almost like I know ALL the words for the one word that matters, isn’t it? Hmm…

The tough part of the instruction is to know what matters to your individual buyer!

This infers some serious work (learning what matters to a specific customer) but it is also hard for another reason.

It implies that sales people are not the stars of their own presentations.

News flash: they most certainly are not.

Sales people of the world,  share this message. Change the misinformed norm of sales presentations across the land!

Stop the madness!

Know everything. Share what matters.