Avoiding Traps that Blow Sales
Selling can be frustrating work, and it’s all too easy to fall into traps that will result in negative results—a blown or lost sale, or worse yet, a damaged relationship. It’s best to avoid the traps altogether. And knowing what some of the traps are will go a long way toward avoiding them. Here are six common closing mistakes, and how to avoid them.
- The Sales Person Talks Too Much—Take the time to listen. Often the prospect will tell you exactly what you need to know to close the deal. Asking good questions will help you qualify your prospect and find out if your product is right for them.
- The Sales Person Over-Controls the Call—Remember, a sales call is also a conversation. Asking open-ended questions allows the prospect open up. Let the conversation unfold naturally.
- The Sales Person Doesn’t Recognize Client Needs—Take the time to learn about what your prospect actually needs, and what he’s looking for in solution before you list the benefits of your product. Once you’ve zeroed in on his needs, then you can state the benefits of your product as an answer that meets his needs.
- Sales Person Can’t Handle a Client’s Negative Attitude—If your prospect has a negative attitude, or becomes difficult, you can’t afford to respond in kind. That will never result in a sale. Be understanding; offer to call them at a later date, and calmly back off.
- Weak Closing Statements—Your closing statements should present a succinct air-tight case why your product meets or exceeds the prospect’s needs, fits their budget and/or is better than what he will find elsewhere. Watch their body language, listen to audio cues and make it easy for them to buy.