In “The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them” by David Mattson, the concepts of overtalking and underestimating are explored as pitfalls of prediction to avoid during the sales process, as they can be seem quite commonly.
Overtalking is used to describe salespeople’s inclination to talk excessively, similar to extraversion. They frequently overwhelm potential customers with information, instead of listening and shutting up. He underlines how this can hinder the sales process by turning away potential customers and reducing the chance for deep discussion (getting to pain). Rather, he promotes a different approach that supports active listening and gets prospects to participate in a cooperative dialogue which is similar to Pink’s perspective on ambiverts, and letting the customer listen.
Underestimating is the error of undervaluing one’s goods or services in the course of the sales conversation. Mattson speaks caution against undermining value, pointing out that doing so may result in missed opportunities to close deals or negotiate favorable conditions. Being a seller and having confidence is important as it shows the customer that you believe in the product and what it can accomplish.
Mattson also highlights the importance of collecting the needs and priorities of the prospective client through searching questions, which enables the seller to effectively customize the pitch and demonstrate value in a focused way. Mattson’s ideas about overtalking and underestimating convey how important balance and confidence are in sales fields.
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