Often when we’re out and about or even at an event, and someone asks us what we do, if we think the person might be an interesting prospect, the urge is to tell them all about our offer right on the spot.

Resist that urge, because loading them with information, when they weren’t expecting it, is unlikely to have a positive outcome for you.

So what do you instead?

Pause. Take a breath. Then tell them in a general way about what you do and your offer, enough to peak their interest, but don’t go into much detail at all.

If they seem interested, invite them to schedule a time to talk later, so that you can give them your full attention. That way you can really find out if you can help them.

When they do come on to the phone, it will be a dedicated time, you both will be present, and you can really listen to them.

Because listening is one of the keys to being able to sell effectively on the spot.