Don’t overwhelm the prospect

Be careful of how much information you give the prospect. If they become overwhelmed, they will stop listening and find a quick way to disengage from the conversation. You need the prospect to feel comfortable during your call. An over-energetic personality can unnerve the prospect. Too much information will confuse them. Having too much experience, education or background in the industry can intimidate the prospect. Being unnerved, confused or intimidated are not comfortable feelings for the prospect and they will try to get out from under that feeling. Since you are the cause of that feeling, they will politely end the meeting or stop listening or try to put you on the defensive with lots of demands or tough questions. So the lesson for today is watch how much information you give out and look for signs that the prospect is being overwhelmed. If you sense that they are, then just back off.

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