MaxValue Selling Rule #40: “If there’s a product benefit you think the prospect should know about, don’t talk about it until after you have confirmed it is, in fact, important to them.”-Terry L. Hansen
Have you ever has a pesky salesmen try to sell you anything that you had zero interest in? I am sure that this induced feelings of frustration, anger, and a lack of desire to make a purchase. Just as you lost interest, your client too will lose interest unless the product is important to them. If the benefit of the product is not important to them, you may be distracting them from what is important to them, and you may eventually lose the sale.