You and your salespeople may know everything there is to know about your product or service, but are you listening to what your customers want?
Sometimes customers just want information about your product or service before they buy to see if it suits their needs. If information is what they’re after, match the features of your product with what they want and trust their decision to buy in the context of their own situation.
Putting the hard sell on someone who’s not ready to buy is a lost opportunity to find out what they want. Many customers are discouraged by it and will seek information elsewhere – usually where you have less control.