There’s a thin line between overexplaining and persuasion. Persuasion is about creating the context and enhancing the signal. Overexplaining is about adding noise to the signal. Sometimes, explanation is necessary, especially if someone lacks key information. “I’m sorry I was late; I had a flat tire.”
This is helpful. But analytical explanations of your thoughts and interpretations can overwhelm the listener. Unless there’s significant new information, sharing every detail of your background, context, and thought process can backfire. It triggers “summary mode” in the listener. There’s a very thin line between providing helpful context and over-explaining. Context gives necessary background; over-explanation buries the point in excessive detail.
Have you ever skimmed a long email? It’s a common reaction. We assume the writer wants us to read every word, but the more information we’re given, the less we absorb. It’s easy to misread a text, changing the meaning with one word. The key is to focus on the core message and express it simply.
Have you ever tried communicating in a language you’re not fluent in? It forces simplification, showing the power of concise communication. This is what happens when we over-explain in sales. We bury our core message beneath a mountain of details, causing our potential customer to tune out and enter “summary mode.” They stop listening actively and start looking for the quickest way to understand the gist of what you’re saying, often missing crucial details and the true value of your offer.
There’s a difference between over-explaining and oversharing. Oversharing reveals inappropriate information. Over-explaining is sharing too much analysis of information.
We often over-explain because we want connection. Sharing our inner world can feel validating. But this isn’t always appropriate, especially in a sales context. While oversharing might damage a relationship, over-explaining damages the sale. It makes you appear less confident, less clear, and ultimately, less persuasive.
Have you ever felt constantly misunderstood? This can fuel the over-explaining cycle. We over-explain because we fear being misunderstood. We think that if we just provide more information, the other person will finally “get it.” But the opposite is often true. The more we explain, the more we dilute our message and the more likely it is to get lost in the noise.
This need for connection and fear of misunderstanding can be particularly strong in sales situations. We want our potential customers to understand us, to trust us, and to see the value in our offer. But by over-explaining, we actually create the opposite effect. We create confusion, overwhelm, and ultimately, disinterest.
There’s a liberating alternative to over-explaining: state your truth once. “I don’t feel respected” can be enough. If that simple message isn’t received, further explanation probably won’t help. The truth resonates. It’s like a bell – ring it once and let it ring. Don’t keep hitting it; that’s just noise. In sales, this means focusing on the core value proposition for your customer.
What is the one key benefit they will receive from your product or service? State it clearly and concisely. Then, back it up with only the necessary details. Don’t get bogged down in features; focus on benefits. Don’t tell them everything your product can do; tell them what it will do for them.
Instead of saying, “Our software has a complex algorithm that analyzes user data to provide personalized recommendations, which in turn increases engagement and drives conversions,” say, “Our software will increase your sales by 20% by providing personalized recommendations to your customers.”
Instead of saying, “Our training program covers a wide range of topics, including sales techniques, communication skills, and customer relationship management,” say, “Our training program will equip your team with the skills they need to close more deals.”
Here are a few techniques to avoid over-explaining:
- The Elevator Pitch: Can you explain your offer in 30 seconds or less? If not, you’re probably over-explaining.
- Focus on Benefits: Always lead with the benefits for the customer, not the features of your product.
- Ask Questions: Instead of explaining, ask questions to understand your customer’s needs and tailor your message accordingly.
- Listen Actively: Pay attention to what your customer is saying and address their concerns directly.
- Practice Conciseness: Practice explaining your offer in as few words as possible.
When it comes to sales, clarity and conciseness are key. By avoiding the trap of over-explaining, you can enhance your message, capture your customer’s attention, and ultimately, close more deals. Stop adding noise and start enhancing the signal. State your truth once, focus on their needs, and watch your sales soar.