How to Avoid Hype When Selling

All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Visit any car dealership and just stand still to get a taste of this practice. Hype appeals to the imagination, both on the part of the salesperson and customer.

The problem with hype and imagination during the sales of product is that both always exceed whatever features/benefits said product might convey in reality. Nine times out of ten, this is a recipe for an unhappy customer.

In sales, walking the fine line between enthusiasm and factual details is challenging but not impossible. The key to speaking frankly about the benefits of any product is product knowledge. Knowing your product will prepare you to match products appropriately to a customer's needs and anticipate any questions they may have.

Selling to introverts is often easiest when focus is placed upon facts, not superfluous characteristics. Probing with simple open-ended questions is a proven tactic that allows both parties to determine the rightness of this or that product. It also breaks the ice and allows for a conversation between minds to take place, something that puts both customers and introverted salespeople at ease.

A great way to avoid hype is to know and remember each product's pros and cons. Because there is no product without a few shortcomings, awareness of these and ways to overcome them is important to keeping one's sales pitch strong and realistic. Mentioning a product's cons may not even be necessary, but knowing they exist and having a truthful answer ready when such questions about cons arise keeps the sales conversation grounded and not pie-in-the-sky.

Because introverts are generally more self reflective and observant of customers' body language, imagining how it feels to have a salesperson over-hype a product to you can help keep you from doing the same. Selling to introverts is often a question of conducting a slightly lower key exchange, so shying away from hype is frequently a given of this personality type.

In a real circumstance, when customers ask frank questions, answer them honestly. Supply the facts about features. Mention awards and citations products have won, providing they have been granted by recognized authorities in a certain industry. With deep knowledge about product, hype is easy to avoid during sales.

Quiet confidence on the part of salespeople goes over just as well as, if not better than, loud talk and bragging.
Alen Mayer
Alen Mayer> website | all articles
Alen Mayer helps sales leaders enlarge their sales circles and tap into their team members' individual strengths to increase sales results. He works closely with companies to create a tailor-made, irresistible language for introverted clients.

Whether you need to sharpen cold-calling techniques or sales strategies, Alen will improve your business. Please visit his website at or call 647-427-1588 for more information about his powerful sales training seminars, in-house workshops, and speaking engagements.

Salespeople aren't born. They're made. I make them.

I live, eat and breath sales and combine over 20 years of experience in international sales and business development with the persuasion, psychology and magic of NLP; by attending my training you're sure to enjoy your time receiving the most advanced sales knowledge available!

I am a newly appointed President of the Sales Association Ontario Chapter and President of the International Association of NLP Sales Professionals; one of the Top 25 Sales Influencers for 2012, published author of 4 sales titles, Certified NLP Trainer, Licensed Business Success Coach, and Certified Sales Professional.


Connect with your clients instantly and build deep rapport
Speak the language of your client's mind
Detect the patterns your customers use to make decisions
Discover your prospect's buying strategy in minutes
Persuade on both conscious and unconscious levels
Identify the difference between an excuse and real objection
Turn objections into approval
Get your prospects to close themselves.

How to sell to introverts/How to sell as an introvert
The secrets of connecting with your clients instantly and establishing rapport
How to use EEE™ Representational System to speak the language of your client's mind
How to detect the six patterns your customers use to make decisions
How to uncover more needs, wants and desires by properly using Pull, Don't Push™ principle
How to use embedded commands in your presentation to influence your clients
I have inspired audiences across North America and Europe. Whether a business conference, association meeting, or other event, every aspect is planned and coordinated to maximize attendee value. As keynote speaker, I achieve your objectives.

Need a speaker for your group on advanced selling skills? Call me at (647) 427-1588.