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The Client Coach How to build strong business relationships |
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December 10, 2003
Don't fall into the overselling trap
By RANDY TUMINELLO
The Client Coach
The Client Coach
Some sales people just don't know when to shut up! They either talk the client out of making a decision altogether, or they exaggerate so much they lose all credibility.
With so much attention focused on making sales, it's easy to overlook the fact that overselling can be just as damaging. The following story is real and serves as a classic example.
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Previous columns:
- Look out for the low cost trap, 11-26-2003
- Some tips from successful marketers, 11-05-2003
- Business tips from Lance Armstrong, 07-16-2003
- Are you betrayed by your thoughts?, 06-25-2003
- Resist the temptation to eat a submarine, 06-10-2003
- Why should I trust you?, 05-28-2003
- A look at motivation from both sides now, 05-14-2003
- Business a bit like basketball, 04-10-2003