Sales techniques, the real ones, cells that work, requiring a “winner” attitude and absolute confidence in the product/service sold. I will sell this complicated enough why I will throw a ball at it and therefore reduce its chances of selling a nil by doing anything. For those who would like to dig deeper, feel free to read “Add-On Selling: How to Squeeze Every Last Ounce of Sales Potential From Your Calls” by Jim Domanski. Moreover, we are going to draw inspiration from it to give you some advice. Here are 5 fairly conventional attitudes and above all… how to avoid them!
discouragement and pressure
When we are under pressure, we tend to be negative, which can strongly influence the sale with this kind of sentences: “Unfortunately we cannot do that…”, “We will not be able to deliver to you in 48 hours…”, “It is impossible for us to supply you with such a quantity”, “I do not think that we will be able to take care of your request” , “We do not have the necessary capacity…”.
Do you kinda see the genre? This negativity pushes you to say what you can’t do and/or what you can’t offer rather than to say what you can do for your client. As a result, you’ll be closing emblem doors like this rather than opening them.
The doubts that can assail you
When you are asked certain questions to get to know your service better, you may tend to react as follows: “I guess that kind of service can’t be of any use to you in the short term, can it?” », « You have probably still chosen to integrate this service », « Here is what our service DOES NOT include »…
In case you find that you will never be confident in your abilities to complete the sale. As a result, you protect yourself by avoiding anticipating the prospect’s refusal. Needless to say, a customer who faces a salesperson who lacks confidence will find it difficult to buy. You must be convinced that you will make your sale. Otherwise, you will find it difficult to convince your client.
Those who have no patience
When you lose patience because you feel like you are bothering your client with your questions, it is not uncommon to use irony with sentences like: “Okay, well listen, if YOU don’t want to save money, that’s up to you!” »
While irony can be useful in other situations, using it with your prospects is often one of the worst attitudes. But what happened in your head? Well, you are often disgusted with your poor commercial results and you will avoid getting tired of having customers who do not understand the interest of your offer. Suddenly, you take revenge a little and you put the customer in his place. Ok, maybe it’s cumming for a few minutes, but beware of the customer’s reaction, which you can really hate.
become bad language
When you show your last cards because you are facing a tough prospect, here is what you may tend to say: “Well, I’ll tell you a little secret, beware of our competitor Z. I’ve heard so many stories about their scams ! ” or “In addition, our two other competitors want to sell at all costs, so they don’t tell you everything and resort to more than dubious practices…”…
You may think you are doing well but be bad language about the competition and “inform” prospects, not returning your offer more attractive and giving you a very unfriendly image. Criticizing my competitors behind their backs is not a good solution. This gives the impression that you don’t really have any arguments to underline the advantages of your product!
Offers self-scuttling sound
When you no longer know what to do to convince, you may tend to sabotage yourself. We then observe all the situations that are not going well and we can tend to say “We had a lot of problems with this production line, it was not always easy to have good equipment hahaha”, “Our accounting department is not kidding with the invoices. Real accountants huh! » or “Honestly, if we could offer you a cheaper price, we could, but it’s hard for us right now you know”
But why are you committing suicide commercially? It seems that you rely on the client’s admiration and appreciation for sincerity and candor for persuasiveness. You thought you were getting some confidence from him to buy. Bad! All that this kind of attitude leads to is the flight of the customer because it will cause you internal organization problems! If you sometimes find sources on the internet, you have to pay for them, not advertise them!
3 tips for improvement:
1/ Think before you speak
Obvious, you will say, more useful than recalling in these cases! No haste, we listen well they are prospects and we repeat the sentence in our head before saying it!
2/ Submit your applications to your prospects
Listen again in peace. Analyze your sales pitch. You see it is terribly effective. You will not be the most lenient with your mistakes and that’s good!
3/ Ask a friend/colleague to do a simulation
Ask that we give you feedback without waffling. You become aware of some of your mistakes on another person’s finger pointing while arguing.
If you planted with a prospect, it was panic! Identify what caused this landslide and the attitudes you could correct for the next times.
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