Often when people find themselves in a selling situation, they believe that "Telling is Selling."
Most of the time the prospect doesn't care about all the things the salesperson wants to talk about. Even a product or service that a prospect can get excited about will become boring if the salesperson does all the talking. Telling is NOT selling – listening and then informing a prospect about the specific features that apply to them is selling.
If what you are talking about doesn't directly apply to their problem or interest your prospects, they will become bored and tune you out. One of the things you are raving about could actually cause the prospects to want the product or service less. What we think of as a feature they could see as a detriment.
Too much talking might paralyze them. You may have given them too much to think about and they feel incapable of making a decision. Prospects should talk 70% of the time. Salespeople should listen 70% of the time, using our 30% of talk time to ask good questions.
Treat your prospects as individuals and find out what their wants and needs are, and then discuss with them how your product or service can match these needs.
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