Over-Selling

DEFINITION of 'Over-Selling'

This occurs when a salesperson continues their sales pitch after the customer has already decided to purchase. This mistake can sometimes annoy the customer, and could potentially cause the customer to change their mind, causing the deal to fall through.

BREAKING DOWN 'Over-Selling'

Over-selling, although it may be done with good intentions, usually does more harm than good. Great salespeople know when to close the sale and when the customer is ready to buy.

RELATED TERMS
  1. Customer

    An individual or business that purchases the goods or services ...
  2. Customer Service

    The process of ensuring customer satisfaction with a product ...
  3. Third-Party Verification - TPV

    When an outside organization reviews a customer's information ...
  4. Outside Sales

    The sale of products or services by sales personnel who go out ...
  5. Mass Customization

    The process of delivering wide-market goods and services that ...
  6. Always Be Closing - ABC

    Retail jargon used to describe a sales strategy in which a salesperson ...
Related Articles
  1. Economics

    What's Involved in Customer Service?

    Customer service is the part of a business tasked with enhancing customer satisfaction.
  2. Economics

    How Big Data Has Changed Marketing

    Big data has enabled marketers to enhance their customer engagement and customer retention strategies by providing insight into behavior and thoughts.
  3. Investing

    How To Create a Winning Elevator Pitch

    Whether you are talking to potential investors, partners, customers or employees, the skill of being able to concisely summarize your business is critical.
  4. Investing Basics

    How to Dodge Brokers Using Smarmy Sales Tactics

    Many finance professionals use illegal, high-pressure sales tactics to sell bad securities to investors. Here's how to know if you're being swindled.
  5. Fundamental Analysis

    The Importance Of Analyzing Accounts Receivable

    While investors often focus on revenues, net income, and earnings per share, they should not overlook the importance of analyzing accounts receivable.
  6. Economics

    Understanding Marketing

    Marketing includes all of the activities of a company associated with buying and selling a product or service.
  7. Economics

    How Can Companies Increase Market Share?

    Companies that increase their market share enjoy a competitive advantage. They receive better prices from suppliers, and they’re able to produce goods faster.
  8. Professionals

    5 Annoying Coworker Habits to Avoid

    Playing nice at work is hard to do especially if some of the workers exhibit annoying habits. Thankfully, there are ways to avoid being on your coworker's offender list.
  9. Professionals

    Real Estate Licenses You Would Need in California

    Learn the process for getting licensed to practice real estate in California, which requires real estate education and the successful completion of an exam.
  10. Entrepreneurship

    4 Things to Know About Your Company To Make a Successful Pitch to Investors

    Learn how to make a successful pitch to investors. Regardless of your industry, size or market, there are some questions all investors need to have answered.
RELATED FAQS
  1. When should retailers apply the 'always be closing' (ABC) strategy?

    Understand when it is appropriate to use the term "always be closing," and learn why a salesperson should want to embrace ... Read Answer >>
  2. How does the always be closing (ABC) strategy benefit a salesperson's sales funnel?

    Understand what it means for a salesperson to always be closing, and learn why a salesperson should want to always be closing ... Read Answer >>
  3. Why is the strategy of 'always be closing' (ABC) popular in retail sales?

    Understand how the term ''always be closing'' is related to retail sales. Learn about the benefits and drawbacks of selling ... Read Answer >>
  4. How does a customer base dictate goodwill?

    Find out how a customer base dictates the value of the goodwill by providing a ready market for its products and spreading ... Read Answer >>
  5. Is good customer service something to look for in a company in which I am considering ...

    Learn about the importance of customer service when deciding whether to invest in a stock. Good customer service can ensure ... Read Answer >>
  6. How does a merger affect the customer?

    Learn how a merger may affect customers of the industry. The effects of mergers may be positive or negative, but there's ... Read Answer >>
Hot Definitions
  1. Reverse Mortgage

    A type of mortgage in which a homeowner can borrow money against the value of his or her home. No repayment of the mortgage ...
  2. Labor Market

    The labor market refers to the supply and demand for labor, in which employees provide the supply and employers the demand. ...
  3. Demand Curve

    The demand curve is a graphical representation of the relationship between the price of a good or service and the quantity ...
  4. Goldilocks Economy

    An economy that is not so hot that it causes inflation, and not so cold that it causes a recession. This term is used to ...
  5. White Squire

    Very similar to a "white knight", but instead of purchasing a majority interest, the squire purchases a lesser interest in ...
  6. MACD Technical Indicator

    Moving Average Convergence Divergence (or MACD) is a trend-following momentum indicator that shows the relationship between ...
Trading Center