What would happen if you walked by a fast food restaurant and suddenly a person working at the restaurant rushed out the door to give you information about the items that they have to offer? As soon as you open your mouth to ask a question the person talks over you and continues to attempt to convince you to dine with them. How would you feel about the restaurant and its employees? What would make you decide to try them out despite their brash approach and your need to get to where you were going in the first place? What would have happen if the employee started a conversation and gave you an opportunity to try them now or come back later?
I’ve noticed lately that a lot of businesses seem to vomit on their prospects and current customers with tons of information. This happens when a business assumes a need instead of probing for one. If businesses and their representatives begin to ask the right questions, prospects will begin to tell the businesses what they would like to buy and how they would like to buy it. Everyone likes to buy however no one likes to be sold to.
Start paying attention to needs. Find out what you prospects truly like and not specifically what you like for them. If you continue to throw-up on your customer then someone will come along and clean your customer up for you and develop the relationship that you should have developed. It doesn’t stop after the first sell. Needs are always changing and so should your offerings and your relationship with your customers and prospects.