I see this over and over again with salespeople. They make the mistake of presenting too soon. How do I know? I ask them if their clients are saying, “I need to think about it” to make a buying decision. What’s to think about it your customer truly needs what you are selling? It’s your job to ask the questions that guide a customer to understand there is a need, it’s an important one and they have to buy now. Unless your customer is telling you about his issues, problems, needs or wants, you cannot present your product or service. It’s too soon. So don’t make the mistake of presenting too soon. You’ll know you’re making the mistake when your customer tells you that he needs to think about it. One thing is for sure. Your customer isn’t buying and he isn’t going to thinking about your products either.
Best wishes for your continued success!