Even though thinking is good, over-thinking is not better.
As human beings, we enjoy the ability to think. We can think our way through one issue or another.
And that’s a good thing: careful thinking helps us solve problems in our personal and work lives.
However, like all gifts, as well as being a blessing, the ability to think can also be a curse.
Over-Thinking Can Create Obstacles
Far too often, by over-thinking issues we create unnecessary obstacles for ourselves.
These self-created obstacles are especially common in marketing and sales related conversations.
Marketing-savvy service professionals recognize that the most effective marketing and sales conversations are mutually beneficial interactions.
Unlike debates in which the marketer ‘wins over the prospect’, these interactive conversations allow both parties to get to know each other.
Given the benefits of interactive conversations, many people prepare scripts and checklists to help ensure that the conversation is done ‘right’.
Certainly, it’s a good idea to think about what we want to say, do and achieve in our marketing conversations. Obviously, this approach will increase the likelihood of achieving the outcome we want.
On the other hand, over-planning and over-thinking conversations can often cause more problems than no planning.
Instead of guiding the conversation, going with the flow of ideas and information, many of us succumb to the urge to push our agenda in order to close the deal.
Over-thinking a conversation, which frequently drives us to push our own agenda can place two more obstacles in our path.
One problem is turning prospects off, starting to push them to your competitors.
The other is that if we become so focused on selling one specific service, we miss the opportunity to assist with another equally viable service.
Instead of putting time and energy into over-thinking conversations, maybe it’s better to redirect these resources to listening to what the other person is saying.