You’ve no doubt heard the old saying, “Knowledge is power.” “Knowledge” may be “power”; however, in many cases, efficiency salespeople (as opposed to efficiency sales professionals) lose the power of persuasion by trying too hard to demonstrate their knowledge. They talk way past the sale. They overwhelm the prospect with too much information about what they do for a living, what their technology does, how their technology is installed and operated, and so forth. Believe me – most of that “knowledge” will not increase your probability of closing the sale. In fact, it will likely do the opposite.