Too much information

I was in the field recently with a rep who had done his homework. he had put together a dozen or so ideas for the customer and had each of my company's publications. He shared all of this information with the client who very quickly glazed over. People can only absorb so much information, when you "verbally vomit" on a customer you lose them. The best plan is to talk to the customer and determine their perceived needs and then only share information that addresses that need. You only get so much of the customer's attention and time, so use it wisely. Listen carefully and then respond to the customer, don't dump everything on them and hopes something sticks. Too much information meands too few sales.

Keep Smiling, Keep Selling

Thanks Jim Busch