Resist the temptation of the Dark Side
When you have a product or service you really believe in, and when you are excited about the many useful, perhaps even unique features it may have, it’s easy to see where the temptation to share all of the good news with prospective customers comes from.
Most products or services will have a great many features on offer, the problem is that most sales people can’t resist sharing all of this great news with their potential customers, we refer to this a Feature Bashing which results in information overload.
This is not usually a very sucessful sales approach, prospects aren’t usually won over by a long list of things they don’t think they need, in fact this approach can have the exact opposite effect from the one intended.
This is the Dark Side
Fortunately, there is a better way, and that is the way of the Jedi, the Sales Jedi that is.
And it is the Force.
Take some inspiration from the Sales Jedi Code featured in this related blog.