In business, it’s easy to fall into the trap of overselling. You might think that the more you talk about your offering, the more likely a client is to buy. But here’s the reality: overselling can do more harm than good. Let me explain why and how you can fix it.
When I first started working with clients, I made the mistake of thinking that the more I talked, the more my clients would understand the value of what I was offering.
I’d list feature after feature, explain all the benefits, and think I was doing everything right by being clear and transparant. But what I didn’t realise was that I was overwhelming my clients with too much information. They weren’t absorbing it and they were tuning out.
Overselling happens when you push your product or service too hard, too fast. It’s tempting to want to show every little detail and benefit, but that approach can actually work against you.
Here’s why:
- Clients Feel Overwhelmed
When you present too much information, clients can feel bombarded. Instead of being excited about what your service or solution can do for them, they start feeling like they’re drinking from a fire hose. This overwhelms them and can cause them to shut down. - You Take Control, Not Them
Overselling makes the conversation all about you and your offering. It takes away the opportunity for the client to express their own needs and concerns. When you focus on talking about your product or service without understanding their challenges, it comes off as pushy, not helpful. - It Shows a Lack of Confidence
Ironically, overselling can actually signal insecurity. When you’re confident in what you offer, you don’t need to oversell. You trust that the solution you’re offering is the right one. Overselling comes from a place of doubt, where you feel you need to convince the client to buy, instead of simply showing them how your solution fits their needs.
So, how do you avoid overselling and build a stronger client approach?
- Listen More Than You Talk
The key to a great client conversation is listening. Ask your client questions, and then listen to their answers. What are their real pain points? What do they need? By focusing on their needs, you can then present your solution as the answer to their specific problem. This is where having a structured approach (like the one I teach) helps you stay focused on the client’s needs instead of going off-track. - Focus on the Value, Not the Features
Clients don’t care about every feature of your product or service, they care about how it will make their life easier or help them achieve their goals. Focus on the value you offer, not the technical details. Show them how it solves their problems and they’ll be much more likely to say yes. - Be Confident in Your Offer
When you truly believe in what you’re offering and trust that it will help your client, there’s no need to oversell. Let your confidence in your solution show through. A clear, concise explanation of how your offering meets their needs will always be more compelling than a long-winded pitch.
Overselling is an easy trap to fall into, but it’s also easy to avoid once you shift your focus from pushing a product to serving a client.
Take a step back, listen to their needs and present your solution in a way that feels natural and helpful. When you do, you’ll find that the sales process feels more authentic and you’ll close more deals.