Recognize the most common doomed sales techniques.
Last week Rick Roberge posted a guest blog post, at my request, about sales assessments and why they are critical. And as usual, whenever I ask Rick for anything, I get double what I expected.
So I had to cut his post in half, and of course add in my own 2 cents. Plus, this is a challenge. It is now 10:47am. My next task starts at 11am. I have 13 minutes and 5% battery life left to finish this post.
Ready? On your mark, get set, GO!
Sales techniques that will cripple any plans to increase revenue.
- Happy ears – Prospect says, “You’re one of three finalists.” and salesperson thinks, “Got one!”
- Under-utilized ears – (often in tandem with excess verbosity) Sales person talks too much, doesn’t understand prospect. Prospect feels un-listened to and eventually gets rid of salesperson with a lie or a stall.
- Premature presentation – (often results in excess proposals) Salesperson doesn’t ask questions. Assumes that prospect needs, can afford and can decide to buy. So, he launches into pitch mode, and often doesn’t address the needs of the prospect. Excess proposals cause unnecessary follow-up and waste time that could be invested into higher quality sales opportunities.