Forty Ways to Ruin a Sale...and How to Avoid Them Part 8
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Forty Ways to Ruin a Sale...and How to Avoid Them Part 8
by: Daniel Milstein
Here are the next five ways to ruing a sale in this series of articles:
- Not letting customers know that they are more important than
your commission check. Customers are well aware that you depend
on sales and referrals. But they also want to know you have their
best interests in mind. They want to believe that you consider them a
loyal customer and even a friend. Whenever possible, acknowledge
customers as being important to your professional (and personal)
welfare.
- Not being aware that clients are not only buying a product but
they are buying (testing) you. Most people are potential repeat
customers, in the process of finding an ongoing source for their
products or services. They are looking for a salesperson they can
trust and relate to, and your total performance can cement or
impede the relationship. Remember, you may make that first or
second sale to a customer but end up losing them as a 'customer for
life.' Use all available techniques to make a solid first impression,
impress them throughout the transaction and then maintain the
appropriate follow-up.
- Changing your tone of voice when a client gets irritated. Altering
your voice when the prospect seems upset or confused would seem
like a normal reaction. However, if you raise your voice, it could
make the client even more irritable or frustrated. You should always
be the 'voice of reason.' Strive to talk them back to a calmer attitude
and then address any situation that initially may have set them off.
- Looking at your phone, not the customer. It is a difficult habit to
break: checking your phone and sending text messages during
meetings. While that may be tolerated (even encouraged in certain
circumstances) with your peers during a company sales meeting, you
do not want to alienate clients or business partners. It tends to make
them think you are not paying attention, which, of course, you
aren't. So wait until after your client meeting to check your phone or
BlackBerry.
- Not properly scheduling meetings. If you aren't careful, meetings
can consume your time. It is essential that you actually schedule
them with a set length, whether they are with a client or someone
else. Then, remind the participants of the allotted time and subject
matter: 'Hello Tom. Thanks for taking 15 minutes to meet with me
today. What I'd like to do is discuss the pricing issues and me using
your condo in Florida every other weekend. Sound good?' By doing
this you won't irritate the client by holding the meeting to l5 minutes
when they had anticipated it would be longer. Of course, you still
have the option of extending the meeting for a few minutes.
Show your customer that they are your top priority. Make sure they know you
are protecting their best interest and they have your full attention.
Daniel Milstein is the bestselling author of ABC of Sales. For more information,
visit: http://amzn.to/ABCARTICLES.
Contributor:
Daniel Milstein
Published here on:
Classification: Sales
Website: http://amzn.to/ABCARTICLES
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