Stop the Word Vomit: Why Product Dumping Is Killing Your Deals
Let’s be blunt: most reps talk too much.
You’ve seen it:
A buyer mentions a small pain point, and the rep unleashes a 7-minute monologue.
The demo turns into a feature tour.
The call ends with more info than insight.
That’s not selling. That’s product dumping. And it’s killing your momentum.
Here’s what top sales experts know:
Buyers don’t want a lecture. They want a conversation. If you’re talking for more than 60% of the call, you’ve already lost the buyer’s brain. Engagement drops. Curiosity dies.
Dumping data ≠ creating value. Listing every feature doesn’t build trust. Precision selling means giving the right message at the right time to the right person. Not everything you say needs to be said.
Buyers don’t remember everything. You want them to remember one thing. What’s the key takeaway from your call? If they can’t repeat it to their team after you hang up, you didn’t deliver it with enough clarity or control.
Your job is to provoke thought, not impress with info. Ask better questions. Then respond with precision, not a firehose. Tailor what you share based on what they reveal, not what your slide deck says.
So before your next call, remember: You don’t get points for volume. You get deals from clarity, relevance, and control.
Final question:
Are you guiding your buyer with a precise process… Or drowning them in details they didn’t ask for?
Because in high-performance sales, less is more when it’s the right less.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
