A brief transcript excerpt from Eric Deeran's YouTube video advising salespeople not to volunteer unnecessary information that could create friction in the sales process. Speaker B recommends answering plainly when clients ask and limiting details to necessary logistics (e.g., who must attend meetings, what to prepare for a shoot) to avoid giving clients extra reasons to delay or object.
When do I get to the part about, okay, this is what you need to do. You need to make sure that, you know, you're in our monthly creative calls, or your team is, and they tell us what your current needs and pain points are at any given time. That when we come in for a shoot, that everything is set up and you're organized, you have the people that we're going to interview, your staff members or whatever. Like, when do I bring that up?
It's a really good question. I wouldn't. So I'm always of the mindset of, like, you don't want to inject more information if you don't need to in the sales process because it makes them want to think about it more and it provides other potential barriers to the sale. So if he asks you, like, hey, what is going to be required from me? Then I would say, well, we're going to need, you know, this type of person to be here. We're going to need this. You on the meetings at this time, we're going to need this.
