Shhh....

One day a prospect called to ask for my help.

He launched into a long-winded spiel about owning two companies, the evolution of his businesses, and everything short of his life story.

I listened. And listened. And listened.

The more he talked, the more I realized he felt he needed to sell me on working for him. Red Flag One.

He told me what great work I did. He kept trying to flatter me. Red Flag Two.

He told me his product was so great he hardly needed to do any marketing. Red Flag Three.

He took a breath. I broke in.

"Thanks for thinking of me, but I can't help you."

"What?"

Suddenly, he was speechless.

"I don't see a fit," I said.

Silence.

"I don't think I can help you.' I explained. "I won't take a client if I don't think we'll both profit from the relationship."

He was stunned. Apparently no one had ever turned him down before.

Why would I turn away a customer?

Two reasons: One, I really didn't think I could help. Two, the more he talked, the more he unsold me. I realized if he felt he had to sell me on working for him. something was wrong: he was hard to work for, he had no money, or his product was flawed. Maybe nothing was wrong. but I didn't want to take the risk.

Not that he was dishonest. He sounded very honest and sincere. He just talked too much and said too little.

Takeaway: More words sometimes creates more doubts.