Quit Stating the Obvious! You’re Boring Your Customer!

You may think it’s important, but does your customer? Is what you’re sharing with the customer nothing but a statement we’ll call a blinding flash of the obvious?

I was just in Australia and saw this sign, “Danger Crocodiles,” with the words “No Swimming.” Excuse me, but did I miss something with my limited knowledge of crocodiles and what they can do to people?

The words “No Swimming” are obvious, as only an idiot would do that.  If you’re selling to idiots, then maybe restating things like found on the sign are necessary, but my guess is you’re not selling to idiots and instead you are selling to very smart people.

When was the last time you assessed what you shared with prospects and customers? Are you guilty of something as lame as this sign?

I know you’re saying, “But hey, it’s important to be very clear and state things multiple times to make sure a customer understands.”   Yes, that’s right, but it’s not permission to see if they understand information that in the end is something they don’t need to know.

Worst example of what I’m talking about is the old capabilities presentation every salesperson would take a new customer through the first time they met with them. You know the presentation — it was the one with 40 PowerPoint slides and mind-numbing pictures and facts about how great your company is.

We are past the era of delivering those, but too many salespeople still sneak into their presentations multiple times little pieces of information and facts that are simply not necessary.

We must be mindful to not only respect the customer’s time, but also their intellect. We can’t assume they don’t know. If we suspect they don’t know, then that’s where a question comes into play. The more we engage our customers, the more we will understand what they do or do not understand. In the end, we’ll be able to speed up the selling process and by doing so create more value for them.

The easiest way to cut out the unnecessary is by having the rule of not presenting anything before leading with a question to verify if what you’re going to share is relevant.

In case you’re wondering, no, I did not go swimming. Just something about my desire to not become a video that goes viral on the internet showing a crocodile having lunch with me.

 

A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today!

 

High Profit Prospecting


Copyright 2017, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.  

 

Share the Post:

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Posts

Downloadable Sales Resources

The Hidden Dangers of Discounting Your Price

A Mind for Sales: for salespeople feeling stressed out, burned out, and bummed out. If you’re a sales professional, this book is written just for you. Get your mind right and close more deals with this new business development book.

Subscribe Now

Subscibe to The Sales Hunter Email list to get the latest posts and exclusive sales content right in your inbox.

The Sales Hunter Podcast

The Sales Hunter Podcast features Mark Hunter and top sales leaders, delivering actionable insights to help you become the salesperson you’re meant to be. This show isn’t just for entertainment—it’s designed to empower you with strategies to turn prospects into profits. Subscribe, leave a review, and start selling with confidence!

The Sales Hunter University

The Sales Hunter University offers top-tier sales training available in real-time or on-demand, accessible on any device. Named a Top 10 Sales Development Program in 2022, it’s perfect for sales teams, managers, and driven individuals. Each course is expertly designed by Mark Hunter to deliver the results you need.

Sales Logic Podcast

Ready to amplify your sales impact?

Hosted by sales experts Mark Hunter and Meridith Elliott Powell, Sales Logic answers today’s toughest selling questions with a logic that will help you win more deals and make more money.

When you sell with confidence and integrity, uncertainty becomes your competitive advantage and the sale becomes logical.

The Ultimate Email Prospecting Guide - Mark "The Sales Hunter" Hunter

Download the Ultimate Email Prospecting Guide today!

Enter your information and we’ll immediately send you our most popular download, and add you to our weekly Sales Tip newsletter.