One of the most practical ideas I have learned in sales is the principle of never answering an unasked question. At first, this sounds simple, but the more I think about it, the more I realize how often salespeople talk themselves out of deals.
It is natural to want to explain everything that you know. When you believe in your product or service, you want to highlight all of the features and strengths. The problem with that is when you introduce issues the buyer never mentioned, you risk creating concerns that didn’t exist before. Sometimes too much information at the wrong time can shift the focus away from the buyer’s real need. Over explaining often comes from overthinking. Salespeople may assume that potential buyers are worried about something, so they address it before it’s even brought up. In doing so, they can unintentionally complicate a simple decision. Instead of keeping the conversation centered on the buyer’s pain, they introduce details that can slow the momentum of the sale down.
The goal of a sales conversation is not to display everything you know, but to present a solution that directly connects to the buyer’s pain and needs. If a question has not been asked and does not relate to the center of what they want, it more than likely does not need to be answered yet. This idea applies beyond traditional sales also. In interviews, networking, and even relationships, oversharing can create confusion or doubt. Clear and focused communication builds confidence in a conversation. Sometimes the smartest move is not to say more, but to listen and only say what is needed.
principera24
Great post! this was a great read for me since i tend to have a bad habit of doing this sometimes. It is something i am trying to work on everyday before i graduate so it is not a problem when it comes time for training.