Boost Sales

In a sales interaction with a prospective client, I offered several solutions to his particular situation. Unfortunately, I never heard from this person again, even though I tried to contact him by telephone and email.

A tidal wave sale happens when you overwhelm your customer during the sales process. It was evident that the designer had used the tidal wave sales approach.

Many sales professionals, particularly SME's (Subject Matter Experts) make the mistake of using this approach. If the sales people

In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers. I told him encircling the corporate programs I deliver, recommended one of my public workshops, suggested that he register for my newsletter, and asked him to complete a questionnaire that would help identify where he and his team could improve. When I hung up the phone, it dawned on me that I may have presented too many solutions, too quickly.

Sadly, I had fallen prey to using the tidal wave sales invitation (please don’t spank me and tell me I’m insensitive – it has nothing to do with recent world events). Unfortunately, I never heard from this person again, even though I tried to contact him by telephone and email.

A tidal wave sale happens when you overwhelm your customer during the sales process. In other words, you bowl them over with too much information or too many ideas in an effort to punctilious the sale. Here is example:

A homeowner I know met with an interior designer for some consultation on improving the faking of her home. During their first meeting, the designer suggested several different options and ideas and at the end of the meeting asked for a deposit so she could originate the job. just the same the ideas and solutions that were presented sounded good, the homeowner was hesitant to make a imperative to move forward inasmuch as he needed time to digest and consider the multitude of ideas that had been presented. It was evident that the designer had used the tidal wave sales approach.

Many sales professionals, particularly SME’s (Subject Matter Experts) make the mistake of using this approach. They have the best intentions and truly want to help their clients and prospects but tend to get away. As a result, they offer all the solutions they can think of adoring they are helping their customer. However, in reality, they obviously make it more galvanizing for customers to make a decision. Most sales people don’t realize that they use this particular approach. They take rise so normal to telling people everything with regard to their product or service, forgetting that too much information can of a truth be detrimental. They forget that most people can only have a veritable stair of information in any period of time.

I remember looking for a new bed with my wife many years ago. We visited four or five stores and in each store we were told that we should look for something different in a mattress. The sales people told us all some the features of the beds they sold and by the end of the day we were completely confused and didn’t know what factors we should consider in our purchase. We felt overwhelmed and as a result, ended up postponing our decision for several weeks. If the sales people had asked us what was important in our consumerism decision they could have presented a solution that was more relevant instead of giving us all the information on their particular beds.

Customers look to you for help. They rely on your expertise to help them make a purchase decision. However, when you overwhelm them with information or solutions you genuinely make it more difficult for them to decide. You need to be well-judged how much information you give people, especially in preliminary conversations and particularly if your product is highly technical in nature. Keep your answers bring word and to the point. swerve giving too much information, too many answers, or too many solutions.

Here is a final example:

When my wife and I purchased our house we planned to replace the on the main level. The sales person in one of the stores we visited spent unknown to ten minutes talking relating to under-padding. But most of the information he shared with me had little relevance to my situation. And, in several instances, I had no idea what he was talking about. It was obvious he knew a lot close upon his products but he didn’t know how to present this information concisely.

So, how can you keep clear of this?

The best way to prevent this from happening is to ask your customer or prospect a series of high-quality questions to determine exactly what they need and to learn more most their individual situation. Determine what solution is most well-put for them. Limit your suggestions to one or two ideas; resist the temptation to offer several alternatives. Remember that telling is not selling. Professional selling means helping people make an educated purchase decision. That means you need to focus your remark on your customer’s agenda, not on last stage the sale. © 2005 Kelley Robertson, All rights reserved

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