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.