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Forty Ways to Ruin a Sale...and How to Avoid Them Part 6
Guest articles >
Forty Ways to Ruin a Sale...and How to Avoid Them Part 6
by: Daniel Milstein
In the beginning of a sales career many people make common errors that may
cost them the customer's business. Do your research and be aware of common
missteps you can avoid, including:
- Dressing inappropriately. You would think everyone should
know the importance of following proper dress (and hygiene)
guidelines. Anyone who meets and greets the public--as a salesman
or any other profession--should wear appropriate attire. So if you
are trying to impress a prospect, dressing casually (jeans, polo shirt,
shorts) probably doesn't work. This doesn't mean you have to wear
designer outfits and expensive suits. You do have to dress for the
occasion.
- Using technical terms that clients don't understand. Customers
usually do not like it when they have to ask you to explain various
terms. Assume that they don't understand the intricacies of your
industry. Think of 'prospect friendly' alternatives to industry jargon.
You don't have to 'dumb down' your presentation to make it
understandable, just minimize the more complex wording.
- Accepting 'no' for an answer, when you detect 'waffling.'
Sometimes salespeople give up just a little too easily. Customers
often want you to give them additional assurances that they are
making the right decision. They may not mean 'no,' but rather 'I
need to be convinced that this is the right decision.' Before
accepting 'no,' try a few additional questions or suggestions to get a
positive response.
- Failing to track your marketing and sales efforts on a daily basis.
It is essential to know where customers heard about you and what
marketing activities are most effective. At the very least you should
ask customers what prompted them to call you and keep an ongoing
log that details the source of referrals and other contacts.
- Being scared to tell someone you don't know. Of course,
customers appreciate the most knowledgeable salespeople, those
who have answers to nearly every question. However, they also
understand when you don't have an immediate response. When you
don't know, just say 'That's a good question, allow me to look into it
and get right back to you.'
When meeting with a client show them you are invested in them by dressing
appropriately and being relatable. By doing so, you have made yourself more
trustworthy and reliable.
Daniel Milstein is the bestselling author of ABC of Sales. For more information,
visit: http://amzn.to/ABCARTICLES.
Contributor:
Daniel Milstein
Published here on: 30-Dec-12
Classification: Sales
Website: http://amzn.to/ABCARTICLES
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