Selling out is not always bad.
I'll explain what I mean in a sec.
Remember when I talked about the smart sell vs. the soft sell?
Today I want to talk about another key sales technique: the undersell.
I learned it from my old high school friend, Cliff Savage. Cliff is a seasoned sales executive; in the 90s, when I was just starting Steiner Sports, he helped me out a lot by hooking me up with sporting goods stores he had connections to. He was invaluable.
Cliff is a great salesman, but his style is very different from mine. While I’d try to sell an A-Rod meat puppet to a vegan from Boston, Cliff goes with more of a “soft sell.” In that way, we’ve learned from each other.
My favorite sales lesson from Cliff:
In other words, don’t oversell.
If you convince someone to buy more than he needs, there’s a good chance his inventory will be overstocked the next time you call on him. He won’t buy from you on that call, and he might even look for a new sales rep – one who is more attuned to his needs.
Better to sell the client just enough, or even a little less than that.
Give him a chance to get that “It sold out!” feeling.
You know, leave them wanting more!
Not overselling is an underrated very underrated part of selling.
Did you know that the most successful people in the world never come up with an idea first? That’s because the most successful people do the best job of improving an already existing product or service.