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Salespeople believe their product offering is valuable to all companies across the board. They end up irritating the buyer because Solution :<\/strong> Search the internet, phone their switchboard, understand what they do, who\u2019s who in their structure, their top products \/services, what is hot (read their news tab), see what others say, who are their competitors, what are their plans and what\u2019s a connection\u00a0point (the link) you can use when you meet?<\/p>\n For example:<\/strong><\/p>\n Salespeople try and exploit the sales opportunity without finding out what\u2019s unique about the buying process and who is actually involved.<\/p>\n Problem:<\/strong> Buyers have become increasingly sophisticated, knowledgeable and accountable to their companies for containing Solution:<\/strong> Get close to the Buyer, suss out their Personality Style. Is it Amiable, Expressive, Analytical or Driving and adjust your behaviors to\u00a0match their style? Also adjust your sales process so that it is in tune with the buyer\u2019s process. \u201cI understand you are you still in the evaluative\u00a0stage of the buying process. What do you suggest as the next step, a live demonstration or a meeting with one of our clients?\u201d<\/p>\n We are on familiar territory when we talk about our product; it\u2019s our comfort zone and passion and so much more tempting to stay\u00a0there rather than stray onto the prospect\u2019s unfamiliar turf.<\/p>\n Problem : <\/strong>The seller never clearly identifies the buyer\u2019s need and wants, so the pitch, at best is a \u2018spray and pray\u2019.<\/p>\n Solution :<\/strong> During your conversation with the prospect, listen to them, focus your attention on what they say and how deep\u00a0is their \u2018pain\u2019. Don\u2019t think about what are going to say next. Put yourself in their shoes, empathize and together start looking at what\u00a0is required.<\/p>\n Salespeople often give in to prospect\u2019s demands, especially falling for the \u2018discount trap\u2019 or the perceived threat \u201cIf you don\u2019t do Solution :<\/strong> Aim for a deal that makes sense for the buyer and seller and is a win-win outcome. If either party feels it is a lose situation,\u00a0resentment creeps in and eventually anger and bitterness.<\/p>\n Remember closing starts from your first encounter and every point of agreement leads towards a final yes.<\/p>\n Problem :<\/strong> Salespeople put so much time and effort into the process of finding opportunities that they appear wasted when it comes to the easy\u00a0business of closing. Or is it that most salespeople are so scared of rejection that they often delay the close by\u00a0doing something really odd like \u201cI\u2019ll get back to you\u201d?<\/p>\n Solution :<\/strong> Summarize the points of agreement and check the \u2018yeses\u2019 are out on the table, before calmly moving into an alternative close.<\/p>\n Remember the more valid objections you receive, count yourself lucky. The prospect is really interested and just checking that this is\u00a0the right deal for them.<\/p>\n Problem :<\/strong> Salespeople see objections as red lights and obstacles to getting a deal.<\/p>\n Solution :<\/strong> Learn how to isolate the objection and have the courage to ask \u201cWhat else would they like to raise?\u201d Get everything out\u00a0into the open and see this as a green light, as a golden opportunity, to get involved with your prospect. Never bury an objection because it\u00a0will come back to bite you.<\/p>\n
\nhe\/she hasn\u2019t got the time to give a free education to a disorganized salesperson.
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\nProblem :<\/strong> They don\u2019t research or prepare before seeing a prospect face to face or over the phone. No-one has the time or\u00a0inclination to answer \u201cSo tell me, what is your company all about …?\u201d The buyer will naturally become frustrated and irritable with\u00a0this pathetic approach.<\/p>\nBlunder 2: They don\u2019t know how the buyer buys<\/h2>\n
\nbudget. It\u2019s the trend now to have a few people involved in making a Buying Decision.<\/p>\nBlunder 3: They give a \u2018generic\u2019 pitch with a \u2018generic brochure\u2019<\/h2>\n
Blunder 4: They allow prospects to bully them<\/h2>\n
\n…………., the deal is off\u201d.
\nProblem :<\/strong> We crumble too quickly when the prospect becomes demanding. This leads the prospect to correctly assume you are weak\u00a0and lack backbone.<\/p>\nBlunder 5: Salespeople often avoid closing the deal.<\/h2>\n
Blunder 6: Salespeople ignore objections<\/h2>\n
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