Boost Sales

Do not respect my time. In fact, he spent most of the allotted time talking rather than learning about my needs! If he di

Here are five sure-fire ways to guarantee you will not get the sale;

Focus on yourself. I recall meeting several salespeople from a variety of vendors regarding an initiative I was working on for a client. EVERY single person began their presentation by telling me close to their army group rather than learning in relation with my needs and wants. I ended up on foot subjected to information that had little or no relevance to my situation, which meant that 20-30 minutes of my time was wasted in each interview. I understand the importance of providing some foreground detail information on your congregation at the first crack of your presentation but keep it brief. I personally don’t care how much your consolidating company is worth, how long you have been in business, or what projects you have recently completed. I want you to focus on my needs first. Demonstrate that you care relating to my particular situation or show that you are interested in learning more as respects my effort needs and I will reward you with my full attention.

Don’t listen to me. When I worked in the corporate world I gave countless salespeople information pertaining to my engagement requirements only to have them draft a proposal that did not take these needs into consideration. Don’t waste your prospect’s time interrogation questions if you are not going to listen to his responses. The best salespeople ask probing questions, take written notes, and purify their understanding of the prospect’s needs at the conclusion of each meeting. This enables them to create a proposal that court the client’s specific concerns, issues and situation.

Make elaborate claims with your product/service. I once had a salesperson colony that his product was completely unique from on the market. When I questioned what he meant, I discovered this “unique feature” was something that several other companies offered as well. This salesperson immediately lost any credibility he may have established and failed to pretty near the sale. Do your research and learn what your competitors offer. Know how to position yourself differently without exaggerating or overstating your product or service.

Talk too much. It continues to buffalo me how many people think that telling is selling. I have window shopped in a variety of stores and excellent salespeople understand the importance of silence and have learned to have origin favourably impressed with with it. Unfortunately, too many people talk far too much. I recall listening to a salesperson ramble on at great length in the vicinity a product I was genuinely interested in purchasing. Unfortunately, I couldn’t get a word in edgewise to tell him I wanted to buy it. In fact, when I told I wanted it, he tried talking me out of the sale by stating, “If you want some time to think nigh it, there’s no rush.” While I well-thought-of his low-pressure resemblance I couldn’t help but wonder how many sales he had lost in the past.

Do not respect my time. Today’s calling executives are extremely busy. In fact, I recently read that most decision-makers have just one hour of unscheduled time during a given week. When you are granted an connection or are talking to someone over the telephone, respect their time constraints. Get to the point quickly and keep your presentation concise and brief.

You may think these are pretty simon-pure mistakes and you may believe in you don’t make them. I suggest that you think otherwise. The majority of people who sell a product or service fall prey to these mistakes on a regular basis. Here is a final example;

When I was the manager of training for a large retail organization I was contacted by many sales trainers. One in particular, spoke at great length far and wide the features of his program and how valuable it was as things go participants would learn how to effectively qualify customers. He told me that this workshop would teach people how to ask the right questions and listen to the answers. In turn, I would see a noticeable increase in sales. While I all right with his concepts, I seriously doubted his supply to deliver. Why? He did not put to use the concepts of his own workshop. In fact, he spent most of the allotted time talking rather than learning in the neighbourhood my needs! If he didn’t practice what he preached, how could I be sure he would deliver?

Pay more audibility to your prospect’s needs and respect their time. blench these trite mistakes and increase your sales.

Copyright 2004, Kelley Robertson, All rights reserved.

More Articles: