10 sales killers to avoid
10) No sense of urgency There is no time better than the present to close your sale. You should never procrastinate the close.
9) No trust It is nearly impossible to sell a product or service without first earning the trust of the client. You must appear to your prospects as being competent. Otherwise, you will be seen as a waste of time, money or effort.
8) No rapport Rapport is one of the critical components of a sale, something that is difficult to describe but easy to know when it's present or, when it's absent. Remember, you have two ears and one mouth; good salespeople should listen twice as much as they speak.
7) Not understanding the need Prudent salespeople fulfill an actual need. They take time to get to know their customer. They understand their customer's real needs for the product or service because they know these needs lead to ongoing sales through repeat and referral business.
6) Not selling the solution Sell the problem you solve, not the product; sell the sizzle, not the steak. All products and services solve a problem or fulfill a need. It's this solution that people connect to and ultimately buy.
5) Ignoring influencers To avoid this common mistake you can simply ask your prospective client, “Who else other than yourself will influence your decision or that you would like to have involved in the decision process?”
4) Not asking questions Effective questions are a powerful, non-threatening, form of persuasion. Asking questions is the most important skillset for any professional salesperson since the answers ultimately illuminate the road to the sale.
3) Be there The most important words in sales are “Be There.” Be there literally, heart, soul, body and mind. Don't allow yourself to be distracted.
2) Price Awkwardness about price is the Achilles ' heel of most sales teams. No one buys price, ever! They buy value instead. If you focus on presenting value, price will seldom be an issue.
1) Confidence People are drawn to confident leaders and turned off by those who lack it. I suppose we like to associate ourselves with winners and, perhaps, we equate confidence with winning.
Tom Herald is the chairman of Greater Worcester for executive coaching firm Vistage. Reach him at Tom.Herald@vistagechair.com
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