Written by Sean McPheat |
It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy.
Even so, companies still need salespeople to actively go out there and show the results that their customers will achieve with their products and services.
It’s still possible, though, that some sales are lost either before it’s begun, or very early on in the process.
Here are just five of the things salespeople can do to kill the sale.
Let’s hope you’ve never carried out any of them!
1) Lack of research
Buyers tell us that the last thing they want to hear from a salesperson is ‘Tell me about your business. What do you do?’
If you turn up and it’s obvious you haven’t done sufficient research to allow you to have a decent conversation with the prospect, then the buyer wonders why they should spend their valuable time filling you in.
Following on from that:
2) Cold-Calling and not knowing who you need to talk to
Again, you’re proving that the prospect isn’t worth your time to find out any information about.
Buyers don’t want their time wasted by cold-callers who want them to do all the hard work.
Find out as much as you can about the prospect so you turn a cold call into a warm lead.
3) Showing up and throwing up
If you simply show up and are ready to present with no consideration for what the buyer actually wants, stand by for rejection.
Your cookie-cutter approach might work for the company who simply wants a transaction, but if you are looking for any longer in the relationship with a client, presenting solutions before you know what the real problem is, is simply bad practice.
And it will only get you objections, not a secure sale.
4) Providing solutions that will not work for this client
You might have the best products and services around.
You could even have world-class back up. But if it doesn’t work for this specific client, it’s worse than useless.
You need to show this prospect how the solution will work for THEM.
Don’t expect them to do the hard work to assimilate the connection between what you are saying and what results they will achieve.
Ensure the discussions are personalised and bespoke to this particular client
5) Not creating any reasons for change
If the prospect is comfortable, no amount of presentation genius from you is going to drive them into a different state.
The prospect needs a reason to change from the status quo (e.g. using a competitor product) to agreeing to your solution.
Without that reason, they will be content with what they are experiencing at present.
Build quality motives for change before you start talking about what solutions you have in store for them.
Each of these five on their own will cause a sale to stall; put two or more together and you can bid farewell to any chance of advancement.
Originally published: 7 March, 2018