|
|
|
Forty Ways to Ruin a Sale...and How to Avoid Them Part 5
Guest articles >
Forty Ways to Ruin a Sale...and How to Avoid Them Part 5
by: Daniel Milstein
In order to become a successful salesperson, you must learn how to close the
sale. You can't afford to make a small mistake and loose the sale completely. I
have included some suggestions on how to keep the prospect engaged and some
mistakes you should avoid.
- Not doing basic research on potential or existing clients before
meeting with them. I have talked to a number of job candidates who
did not know even the most basic facts about our company. All they
needed to do was visit the Gold Star website. All salespeople should
conduct their own research before meeting with any business
partner. Learn enough from their Website, news articles, Chamber of
Commerce or other source so that you can demonstrate your interest
in making them your employer or client.
- Giving final ultimatums or having a 'take-it-or-leave-it' attitude.
None of us enjoys being backed into a corner, forced to make a
quick decision. Most prospects do not like hearing 'If you don't buy
now, you won't be able to get the same modelÉ' or 'You'll not get
the same deal if you wait until tomorrow.' Of course, if you need to
mention any legitimate time constraint--such as a changing interest
rate or special sales price--give them an objective explanation along
with the appropriate options, but don't make unnecessary
ultimatums.
- Assuming the prospect isn't able to afford a product or service
based on their appearance or demeanor. You are 'judging the book
by its cover.' The obvious example of this is when a casually
dressed patron enters a high-end jewelry store or car showroom. The
salesman takes a quick look and decides that the prospect cannot
afford to make a purchase. They carry on a hurried conversation and
the salesperson asks an assistant to take over, prompting the prospect
to go elsewhere to make a large purchase. Treat everyone equally
until you are certain they are not a legitimate customer.
- Being impatient with clients who need extra attention and
explanation. Customers can easily tell that their salesperson is
irritated when they have too many questions or ask to have points
repeated. When they sense that irritation in your voice, the customer
may become defensive and tune you out. Spend whatever time it
takes to satisfy the prospect's questions and concerns. Some people
require more 'hand holding' than others.
- Giving the impression you are doing the customer a 'favor' by
providing the service. This may be evident by a condescending
attitude, underwhelming customer service or other behavior that
conveys you are in control and the customer is 'merely' paying for
the product. You cannot forget that without customers, there is no
business. Customers must know that you appreciate them.
Consider every meeting with a prospective customer important and do your
research. Always sit down with the customer without making assumptions and
listen to their needs.
Daniel Milstein is the bestselling author of ABC of Sales. For more information,
visit: http://amzn.to/ABCARTICLES.
Contributor:
Daniel Milstein
Published here on: 23-Dec-12
Classification: Sales
Website: http://amzn.to/ABCARTICLES
| |
|
|
