If you’re in sales, you probably already know about TMTQ, or “too much too quick.” (For civilians, that’s the tendency to respond to a prospect’s expression of interest with an overwhelming amount of information.) And it’s something that almost everyone in sales has a tendency to do. You may think of it as springing from a desire to move the sales process along. Or you can recognize it for what it really is, a response to anxiety.
Jill Konrath does a great, humorous video about TMTQ. It only takes a minute to watch, so I recommend clicking the link and giving it your attention.
If you can’t spare a minute, the message is pretty simple.
According to Ms. Konrath, too much information overwhelms a prospect, and “this overwhelm creates indecision.” Far from accelerating the sales process, too much information slows it down and elicits the dreaded “Thanks. Let me think about this” response, which curdles a salesperson’s blood. Definitely not what you’re trying to achieve.
Instead, what you need to do is think about what your prospect needs next and provide it. By doing so, you make it easy for to get to the next step.
For those of us who are not in sales, it is instructive to take a couple of minutes to reflect on the times in your life when you may have gotten something off track by providing too much too quick.
Leave a Comment