Four common sales fails you can avoid with just a little effort!
Sales Fail #1 – Pitching
Stop the sales pitch. Start a conversation.
When you call someone, never start out with a mini-presentation about yourself, your company, and what you have to offer.
Instead, start with a conversational phrase that focuses on a specific problem that your product or service solves. For example, you might say, “I’m just calling to see if you are open to some different ideas related to preventing downtime across your computer network?”
Sales Fail #2 – Focusing on Process
Your goal is always to discover whether you and your prospect are a good fit.
If you let go of trying to close the sale or get the appointment, you’ll discover that you don’t have to take responsibility for moving the sales process forward.
By simply focusing your conversation on problems that you can help prospects solve and not jumping the gun by trying to move the sales process forward, you’ll discover that prospects will give you the direction you need.
Sales Fail #3 – Chasing Prospects
Never chase prospects. Instead, get to the truth of whether there’s a fit or not.
Chasing prospects has always been considered normal and necessary, but it’s rooted in the macho selling image that “If you don’t keep chasing, you’re giving up, which means you’re a failure.” This is dead wrong.
Instead, ask your prospects if they’d be open to connecting again at a certain time and date so you can both avoid the phone tag game.
Sales Fail #4 – Being Defensive
Never defend yourself or what you have to offer. This only creates more sales pressure.
When prospects say, “Why should I choose you over your competition?” your instinctive reaction is to defend your product or service because you believe that you are the best choice, and you want to convince them of that.
Stop defending yourself. In fact, come right out and tell them that you aren’t going to try to convince them of anything because that only creates sales pressure. Instead, ask them again about key problems they’re trying to solve.