A Short Tale of Overtalking the Sale

My wife and I make it a consistent habit to give away 10% of our income to our church, charities, and other organizations that cross our path.

Recently we received a letter from her college alma mater asking for money which is fine and expected from them on a yearly basis.

That also meant we would be getting a phone call as well.

We finally got a call on our home phone and we previously agreed to a dollar figure to give to her college. It wasn’t the best time to take a phone call but I wanted to get it over with and continue on with our nightly activities.

The gal sounded scripted, canned and very mechanical. I finally cut her off and told her we’d be happy to give and for the amount and that we’d send it in that week.

Well, the gal kept talking and talking. She was more concerned about getting done with her script than she was about recognizing the cues and ending the call with a donation she could add to her credit.

How guilty are us sales development folks of missing cues and overtalking the sale? I know I am.

When a prospect says “yes” to you about moving forward, recognize the cues, gladly and graciously accept the order and write it up. It’s okay to exchange pleasantries obviously, but don’t talk yourself out of a new client. Just because it’s important for us to want to share something with the client doesn’t mean they want to hear it.

We may in the process share too much information and cause the prospect to change their mind and give them something else to think about. Read your audience!