What is the term for the practice of discussing many features that are of little interest to the customer?

The term for the practice of discussing many features that are of little interest to the customer is known as feature dumping. This approach often occurs when a salesperson becomes overly focused on detailing numerous product features without considering the customer's specific needs or interests. Feature dumping can lead to customer disengagement, as potential buyers may feel overwhelmed or confused by the information presented, which does not resonate with their priorities or decision-making criteria.

In contrast to this, feature showcasing emphasizes highlighting only the most relevant features that align with the customer's needs, while feature comparison involves evaluating different products based on their features relative to one another. Feature presentation is more about how features are communicated but may not carry the negative connotation that comes with feature dumping. By understanding the implications of feature dumping, sales professionals are better equipped to tailor their presentations to focus on what truly matters to the customer, thereby enhancing engagement and improving sales outcomes.