135,000 people and what seems to be as many different sessions to attend over the 4 days.

I found myself today following the mass into the main room to hear Marc Benihoff, CEO of Salesforce, and thus the host of the event.

I left before it began for one simple reason.  What was he going to tell me that would benefit me?

The questions we have to ask ourselves are, “Is it possible to have too much information?  Does too much information ultimately work against us?”

If you know me, you might be surprised, but my answer is yes.  I’m all in favor of learning. I’m always eager to hear and read what others have to say, but if information is heard and not acted on, it’s a waste.

Ask yourself this question: “Are you better off acting on the little information you know or are you better off not acting on information you know?”  When you step back and think about it, the question is very thought provoking.

When we’re across the desk from a customer or leading a sales team, what is the message they want to hear?  What is the information they’re going to act on?

I can’t help but think about the level of information the typical salesperson shares with a customer that the customer couldn’t care less about.

We also have to ask ourselves if the person is rejecting the information itself or is the real problem in how it is being delivered.

Information is power, but information used at the wrong time or in the wrong way or not used at all destroys.  A good practice we could all go through is to examine what we share with customers.

How should it be changed to be more meaningful?

If you don’t have plans for tomorrow over the lunch hour, stop into the session I’m doing with Anthony Iannarino:

5 Mission-Critical Requirements to Establishing Value & Increasing Revenue
Wednesday, October 15
11:30 a.m. – 12:10 p.m.
Ralston Ballroom, Palace Hotel

And on Thursday you can watch a session I’m doing online titled Avoid the Discount.  Check out this link for more information.

Copyright 2014, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price.

Click on the below book cover for more info on boosting your profits!

High-Profit Selling

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