How to Avoid Everyday Sales MistakesWritten by Ken Levine
Avoiding Every Day Sales Goofs A client of mine once said to me, “It’s better to do right thing badly than wrong thing very well.” So it goes in sales. Try to do right things, even if not very well, even if it hurts. You’re probably not guilty of committing any of following sales goofs, however, if you see yourself in any of these situations, you might want to rethink your sales process: · Calling at wrong level. · It’s all about you and your company, not your prospect. · It’s value added and not value first. · You can’t figure out real problem, concern, and pain being experienced by prospect. · You are trying to sell something rather than provide a solution. · The prospect may not like you. · Blaming your empty sales pipeline on economy. · Loving your comfort zone – you do same thing over an over again expecting different results. · Allowing your prospect to be in control. · Appearing needy and hungry. · You don’t leave each sales meeting or telephone call with a clear next step..You are in chase mode. · Talking 70 – 80% of time during sales call. · Selling on price rather than value. · Being condescending to prospects – you are smarter than them so you educate them. · Accepting “THINK IT OVERS” as a good thing. · Not disarming objections early enough. · Projecting your personal opinions. · Not sure how to get sale closed or unable to walk away. · Doing lots of proposals and quotes that don’t not convert to opportunities.
How Silence Can help You Close More SalesWritten by Ken Levine
Silence is Golden
Want to close more sales? STOP TALKING!!!!! Think back to your high school and college days. When your teacher or professor told you that whatever he/she was talking about was going to be on a test or quiz, did you listen more intently? Did you wakeup and start taking notes? Were you suddenly trying to capture as much information as possible?
When you are on a sales call, it's not too much different than what was supposed to happen when you were in a classroom environment. You were there to learn. You were there to obtain information.
Your client is meeting with you presumably because they need help. Are you giving your clients solution before you really understand problem? Do you have a tendency to interrupt people and give them your ideas before they can complete a sentence? When you do talking, you are inhibiting your prospects and clients from wanting to talk. Your job is not to dominate conversation and give a lot of advice. Your job is to listen, and encourage your prospects to keep on talking. Your job is to help your customer solve a problem. Your job is to find root of problem and determine if your customer wants to fix it. You can't do that if you are dominating a conversation.