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They offer too much information.
In an effort to make an impression, they festoon their pitches with too many details. "They say, 'My product does 20 things, and I'm going to tell you all 20 and, hopefully, one of them you’ll love,'" says Jeff Hoffman, co-founder of Basho Technologies and an adviser to a sales club at MIT, who teaches the fundamentals of sales to students interested in business and technology. No one has time for laundry lists. Be selective.