In this ultra-competitive economic climate, with so many in business clamoring for fewer and fewer dollars it’s critical that sales people sharpen their arsenal of tools in order to close the deal and make the big bucks. Even the most savvy or seasoned closer may not realize it, but you may have unknowingly succumb to some job pitfalls. –roz edward
Here’s a list of 10 nasty little habits even the best salespeople have been known to fall victim to:
1. Talking more than listening. There’s a reason we have two ears and one mouth. Salespeople who spend all their time talking give prospects no opportunity to explain what their true needs are and how to satisfy them, which leads us to
2. Telling more than asking. If you want to determine who’s controlling the flow of conversation, look no further than the person asking all the questions. Salespeople who find themselves providing long, drawn out answers to the handful of questions prospects have aren’t only losing the prospect’s attention, they’re also prone to lose his/her business.
3. One-size-fits-all presentations. Mediocre salespeople spend their time explaining to prospects how they can offer the same type of value and benefits any one of their competitors can. Top performers go to great lengths to differentiate their offer, focusing on what they can provide that no one else can. They also tailor their key selling points to each prospect’s specific needs.
4. Mistaking big-name accounts for profitable ones. A stall is a stall is a stall is a stall. Salespeople need to prioritize their time and resources based on which buyers truly provide the most buying potential, rather than those whose companies have the biggest coffers. Six months wasted with the biggest prospect in the region is still six months wasted.
5. Information overload. Just the facts, please. Provide prospects with what they need to know to make an informed buying decision and save the rest for a rainy day (or subsequent meeting).
6. Granting concessions as a way to get deals done. Sure, there are some concessions that are necessary and positive. But the current state of the economy has transformed far too many salespeople into Monty Hall – entering every conceivable selling situation as if it were a game of “Let’s Make a Deal.” Concessions set a tone. They give prospects the impression they’re entitled to more than you’re offering. They make it increasingly more difficult to maintain a long-term buying relationship. They also diminish profit margins.
7. Assuming their responsibility ends once the initial deal is closed. Loyal customers aren’t only the lifeblood of an organizations, they’re tremendous, low-maintenance forms of repeat business (and commissions), as well as valuable sources for testimonials, referrals and feedback. Treat them with the respect they deserve, or they’ll treat you with the lack of respect you’ve earned.
8. Going from 0 to close in 60 seconds. Selling is a process, closing is the destination. But it takes time to get there. Skipping crucial steps, no matter how minor, could mean the difference between sale and fail. Slow down. If the prospect likes what you have to offer, closing the sale provides an opportunity to gain trust and build the relationship.
9. Resigning their prospecting efforts to one form of communication. Consider for a moment the people in your life who you maintain contact with on a regular basis. Chances are you have phone friends, text friends, e-mail friends, IM friends, direct mail friends, social networking friends and so on. Now consider this — prospects are people, too. Determine which mode of communication each one prefers, and use that to maintain contact on a regular basis.
10. Assuming a “no” today means “no” tomorrow. Be resilient. Build strong relationships with top prospects, especially those who have strong ties to other suppliers. When/if things go downhill, or they encounter an issue with their incumbent supplier, who do you think will be the first person they call?
