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Listen more, ask the right questions.
The 6 worst sales mistakes you make and how to fix them.
A thread.
The 6 worst sales mistakes you make and how to fix them.
A thread.
1. Talking too much.
Poor salespeople dominate the talking, while top salespeople dominate the listening.
It’s possible for a salesperson to talk too much but you'd hardly here prospects complain that you listen too much.
Poor salespeople dominate the talking, while top salespeople dominate the listening.
It’s possible for a salesperson to talk too much but you'd hardly here prospects complain that you listen too much.
When salespeople are excellent listeners, prospects feel comfortable and secure with them.
They buy more readily and more often.
Benefits of listening more
- It builds trust.
- It lowers resistance
- Listening builds self-esteem for customers
They buy more readily and more often.
Benefits of listening more
- It builds trust.
- It lowers resistance
- Listening builds self-esteem for customers
2. Having a poor attitude when talking to customers.
Some salespeople can be arrogant, often making customers feel it’s a privilege being able to do business with them.
Hello! Without customers, there will be no you.
Some salespeople can be arrogant, often making customers feel it’s a privilege being able to do business with them.
Hello! Without customers, there will be no you.
Below are examples of poor attitudes by sales people.
- Their approach is confrontational rather than consultative.
- Pressuring customers rather than helping them
- Display aggression rather than support.
- Goals are self-focused rather than customer focused.
- Their approach is confrontational rather than consultative.
- Pressuring customers rather than helping them
- Display aggression rather than support.
- Goals are self-focused rather than customer focused.
3. Failing to ask the right questions.
The key to understanding customers has more to do with questions you ask them rather than the answers you offer.
Take the time to walk through all the questions you might ask and the possible responses you could receive.
The key to understanding customers has more to do with questions you ask them rather than the answers you offer.
Take the time to walk through all the questions you might ask and the possible responses you could receive.
4. Selling features instead of value and benefits
You are on you way becoming a dinosaur if you cling on to the principles that worked 20yrs ago.
Selling today demands strategies and tactics that deliver specific buyer-side value creation.
You are on you way becoming a dinosaur if you cling on to the principles that worked 20yrs ago.
Selling today demands strategies and tactics that deliver specific buyer-side value creation.
Don't tell me it your product can make me coffee and bring it to me in bed.
Tell me how that is going to benefit me, why do I need coffee in bed?
How much time is that going to cut off for me? How much less work would I have to do?
Tell me how that is going to benefit me, why do I need coffee in bed?
How much time is that going to cut off for me? How much less work would I have to do?
5. Confusing customers with too much information
You have crammed the entire feature of the product, good for you!
Keep the pitch simple and to the point
Yes, complexity feels smarter. If we don’t understand something that’s said, we assume we’re not as educated as the pitcher
You have crammed the entire feature of the product, good for you!
Keep the pitch simple and to the point
Yes, complexity feels smarter. If we don’t understand something that’s said, we assume we’re not as educated as the pitcher
Yet, it's salespeople who turn a complex issue into a simple one for their customers that are rewarded.
By getting back to the basics and speaking in simple language, you can differentiate yourself in the minds of customers.
By getting back to the basics and speaking in simple language, you can differentiate yourself in the minds of customers.
If you found any value in this thread,
Please check out this book on creating your own unique selling point.
Feedback will be greatly appreciated.
Thank you! https://gumroad.com/l/Viltd
Please check out this book on creating your own unique selling point.
Feedback will be greatly appreciated.
Thank you! https://gumroad.com/l/Viltd
