Are you Product Dumping?

Let’s talk about “product dumping.”
Chances are you’ve heard of it, but do you know what it really means? And more importantly, do you recognize when you’re doing it? Even the very best sellers can slip into product dumping if they’re not careful.

Product dumping is…
Talking about your product features instead of the value they deliver. It’s focusing on what your product does rather than explaining how it solves a customer’s specific problem or meets their unique needs.

Product dumping isn’t…
Educating your customer about your product. The difference lies in the intention and execution: are you informing them in a way that addresses their priorities, or are you simply listing features and hoping something sticks?

Here’s an example:
Imagine you’re at a restaurant, trying to decide what to order. You tell the server you’re in the mood for something light and refreshing, like a salad or fish. Instead, they recommend the most expensive steak on the menu. Why? Because they get a bigger tip if you order it.

Here’s the problem: they weren’t truly listening to you. They prioritized their own agenda over your satisfaction. This is exactly like product dumping. When a sales rep or marketing content focuses on pushing features instead of understanding and aligning with the customer’s needs, they create disconnects and frustration.

Now imagine if that server had taken a different approach—listening to your request and recommending a beautifully prepared grilled fish dish that perfectly matched what you wanted. The result? You feel heard and cared for, and you’re far more likely to leave satisfied (and maybe even leave a great tip).

The takeaway?
Great sellers—and great marketing—focus on the customer first. It’s not about overwhelming them with a menu of features; it’s about crafting a story that shows them how your product is the perfect fit for their needs.

Bottom line? Product dumping pushes your agenda. A tailored approach builds trust, connection, and ultimately, results.