Stop Overselling: Why Today’s Buyers Don’t Want All the Answers (Yet)

You’ve got a product or service you believe in—and chances are, you know it inside and out. Naturally, when you're in a sales conversation, it feels good to share everything that makes it great. But here’s the hard truth: oversharing kills deals. Especially when you’re answering questions your prospect never asked in the first place.

The Classic Mistake Salespeople Still Make

This isn’t new—salespeople have been doing this for decades. One of our favorite cautionary tales involves a business travel company rep who had a deal practically closed, only to volunteer an irrelevant product detail that triggered a deeply personal (and negative) response from the buyer. The prospect hadn’t asked, but the rep felt the need to “educate.” The result? A canceled order.

Today’s buyers are even more information-saturated—and skeptical—than ever. So, when you over-explain or volunteer extra detail, you're more likely to trigger doubt than close the deal.

Here’s How This Shows Up Today:

• You’re demoing software and explain a feature they didn’t ask about—only to hear, “Oh, we actually hate that kind of automation.”
• You share pricing breakdowns before they've even expressed interest—suddenly they’re ghosting you.
• You fill quiet space with more selling—when you should be asking a qualifying question instead.

What to Do Instead

• Use silence wisely. If there's a lull, resist the urge to “fill the gap” with info. Ask a thoughtful question instead.
• Stick to what they care about. Let the buyer guide what matters by listening closely and following their lead.
• Qualify before you convince. Your job isn't to persuade with features—it’s to uncover whether this person or company is truly a fit.

Why This Matters

Answering unasked questions doesn’t just confuse buyers—it creates unnecessary objections, fuels uncertainty, and derails the process. It also makes your job harder when it’s time to close.

You don’t need to prove how much you know. You need to prove you understand what they need.

Want help with how to handle those quiet moments—or make your team better at asking the right questions? Let’s talk.

Good Selling, Great Leading! – The MCG Team