How to Avoid the Info Dump—and Make the Sale
Though there were a handful of great sales tips and best practices shared amongst the team, my favorite was avoiding the info dump.
What is the info dump?
The info dump occurs when you excitedly inundate your prospect with all the information you have about your product. The info dump is most common amongst sales reps that are so passionate about the product that they feel the need to share all the information they have during a sales call.
Though it's important to clearly communicate your product's features and benefits to the prospect, the info dump ruins the sale in two ways:
(1) You prevent the prospect from doing any talking. Thus, you are unable to tailor the product and your sales pitch to the needs of your prospect.(2) Prospects become so overwhelmed with the information that they become unreceptive to buying your product—or at least, buying the product from you.
When it comes to phone sales, remember that passion and excitement for your product is important. Just remember to slow down enough to ask your prospect questions, listen to the answers and tailor your sales pitch accordingly.
