Are You Too Pushy? Many entrepreneurs mistake push for passion, turning off prospective customers.

Feb 11, 2002

The biggest problem with overselling is, you're so busytalking that you're not listening to your customer's needs.You can actually talk your way out of a sale by offering thecustomer too much information.

Think about buying a computer. Often computer salespeople spendso much time discussing RAM and megahertz that they never answerthe prospective customer's true questions and subsequently losethe sale.

So what's the answer? It's easy--shut up and listen. Askcustomers about their needs, and keep asking until you figure outhow you can fill those needs.

Excerpted from Get Smart: 365 Tips To Boost Your EntrepreneurialIQ

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