My biggest blunder in sales during my earlier years was related to when “more is less”. I would oversell. I honestly just couldn’t see how someone would NOT want our hallmark PLDP, so I figured I must be leaving out something. Or maybe they needed more proof. I finally resorted to another version of the law of polarities, a positive one that goes like this:
When you give up control, you get it. I abandoned the need to control the outcome of the sale and found I could live with “just ask the basic questions, give the basic facts, and answer any and all questions.” Funny thing, sales went up when my “efforts” went down.