10 WAYS TO AVOID LOSING THE SALE
Many publications are in the business of telling you how to succeed at selling. Guidelines, strategies, and techniques exist in abundance. However, there isn't much information out on how to lose a sale — or, more important, how to be sure not to lose the sale.
Here's a summary of methods guaranteed to cost you the sale, no matter what, every time.
-
Choosing prospects carelessly. This is a problem both for salespeople and buyers. You're probably wasting energy on people who aren't able or willing to buy. Qualify prospects more carefully.
-
Using evasive or deceptive prospecting tactics. State your business truthfully; don't make false product claims.
-
Talking too much and not asking questions. Buyers don't like to sit through long, one-sided presentations. Let the buyer question your product and its benefits.
-
Being insincere. Acting falsely excited or impressed fools no one and creates immediate distrust and ill-will.
-
Focusing on the product too much and ignoring the prospect. Prospects meet many salespeople; differentiate your product by treating the customers differently. Let them know you trust and respect them.
-
Lacking standards. Don't make unrealistic sales pitches. Clients don't trust a yes-man, and you may be forced to keep unachievable promises.
-
Not being able to say or hear 'no.' Buyers don't like to be left hanging any more than they like to be constantly agreed with. A clear, negative answer to a question leaves the door open to other options.
-
Overly convincing and persuading. Persuasion leads to resistance, conscious or unconscious.
-
Lacking self-respect. If it looks like you're pleading to get the sale or holding something back, your chances for success are greatly diminished.
-
Creating an adversarial relationship. A prospect who feels pushed or forced will fight back. Get someone to buy by finding out if there's a mutually acceptable basis for doing business.