Over-selling is a common sales tactic when a salesperson attempts to push more of a product or service than a customer wants or needs. Over-selling is the process of continuing with the sales presentation after the customer had already demonstrated interest in making a purchase. This is a tactic used to increase the total sales that day, or to meet monthly or quarterly sales quotas.

The practice of over-selling can have a long-term negative effect on a company’s bottom line. When customers feel that they have been oversold, they are more likely to feel less trust in the company and the salesperson they interacted with. This can lead to less repeat business, resulting in a decrease in the bottom line.

Additionally, over-selling can have a direct effect on the salesperson and leave the customer feeling dissatisfied. Many customers who have been over-sold are more likely to walk away from the deal, resulting in a missed sale for the salesperson. Attempting to over-sell customers can also ruin the trust between a customer and the salesperson, which can hinder that customer’s likelihood of making further purchases from the company.

While over-selling can give salespeople a short-term benefit, in terms of the sale, it often has a long-term negative effect on both the company and the customer. Over-selling can harm the bottom line of a company, ruin the trust between a customer and a salesperson, drive away repeat business, and lead to customers walking away from the deal. To help avoid over-selling, companies should develop a policy that discourages salespeople from pushing additional products or services after the customer has agreed to purchase something, while also encouraging sales people to focus on making sure that the customer is getting exactly what they need. This can help to ensure that salespeople are providing the best customer service, protecting the company from potential losses, and enhancing customer satisfaction.