In the case of a bad economic situation, the pressure on sales is enormous. In fact, even if there is no economic crisis, the sales tasks that salespeople need to undertake every year are only up and down, because there seems to be only one way for enterprises to face shareholders, that is, development is the last word. Regardless of whether this management model is good or bad, as far as the salesperson himself is concerned, if we are in such a position, we still have many aspects to improve and improve ourselves, we often make some low-level sales mistakes, and there are many stupid sales strategies that are very common at the sales level.
Geoffrey James, a well-known sales coach in the United States, has received many letters from sales consulting him, asking him to help them with advice and coaching. From Geoffrey James's own experience, he found that many sales mistakes are very basic and commonplace in sales. Here we will share with you the top 10 stupid sales strategies summarized by Geoffrey James.
1. Answer the objections that customers have not yet raised
While it's good to anticipate objections that customers might raise, and be prepared to give them a reasonable response, it's actually a terrible idea to raise your own objections because you're just fixing a problem that may not exist at all. Explaining things beforehand makes you look more defensive and unsure of the true value of the service or product you are providing.
The solution: Never to"You may be interested in...."or"You may ask yourself...."Such a sentence as an opening.
2. Put"Next"Leave it to the customer
Many sales emails or sales proposals will start with a suggestion, such as:"If you want to know more...."or"If you're interested in....Interested"Please contact the sales representative as a result. The people who send these letters in general always complain that they have not received any feedback.
Just kidding, you're actually asking the client to do the job you have to do.
The solution: Take control into your hands. You can use such similar words as an alternative"I'll give it to you next week to see if you're interesting and we can talk about it further. "
3. Sell product features rather than results
Incredibly, some sales (usually those in the market) believe that customers buy a product because it has good features. So they'll quickly list a bunch of product features, hoping that at least one will be of interest to customers.
In fact, customers only care about the results of buying this product and the way this product affects their lives and business.
The solution: Understand why customers buy yours and not others. Then sell that result, and use the features of the product to support your ability to achieve that result.
4. Pretend to be intimate
Whether you like it or not, at that moment, your place in the customer's mind is"A guy is selling something to me", you are engaged in a fierce battle to earn trust. In such an environment, the most wrong thing you can do is to set up words through a false act.
The most common confession is, a light-hearted greeting"How are you feeling today? "As the opening remarks of the strange **. It makes people want to gag.
The solution: keep your personality and professionalism and don't overdo it. Unless you do form a friendship, which usually takes a few weeks.
5. Soon we will start selling proposals
While recommendations can occasionally lead to sales opportunities, most of the time, recommendations that require a process are best done when the problem has been identified and the solution has also been identified. Because writing a proposal takes time and painstaking work, it's a bad investment unless you're already in the sales process.
Solution: Write a sales proposal only after you have gotten a verbal agreement.
6. Talk more than listen
Although this question has been said n times, it is indeed too common. So it needs to be brought up again here. When you're selling, it's very easy to get excited and nervous, and then try to drive further sales by saying or pitching. Customers will find this quite infuriating.
The solution: In your mind, defining selling as a passive act that consists mostly of listening, considering, and reacting to what the customer says and does.
7. Waste time in the middle of nowhere"Opportunity"on
With voicemail, janitors, a challenging economy, not to mention today's crazy global competition, when you do have a conversation about sales with a living person who is you, it can sometimes seem like a miracle. When this happens, the possibility of a deal being done can be so appealing that you don't want to ruin your dream by asking some questions that might reveal that this is a false opportunity.
Solution: Within 5 minutes of the first conversation, ask questions and try to find out if the customer has a real need and whether his expenses can be met.
8. Can't stick to the end
It's a sad truth that salespeople always feel guilty about their customers until they are proven innocent. Building customer relationships is about building trust slowly until you get over your natural aversion to sales.
Because of this, if you can't deliver what you've promised, don't let up in any way. If you lose this opportunity, even once, you will always be out of this game.
Solution: Have a religious zeal for your list of things to do and special events on your schedule. You have to be 100% able to make a promise.
9. Treatment"The end"As the end of the process
It may be an unfortunate term, but large logarithmic companies and individuals will put"Close this deal", which means that the sales activity is over. Nothing could be further from the truth.
The real work doesn't start until you've completed this order, because you start building some kind of relationship so that you can generate follow-up business, as well as referral sales, both of which are easier and more profitable than winning new business.
The solution: Always focus on long-term relationships, not short-term income. "Complete the order"For the process, it's not the end, it's just the beginning.
10. Don't be too quick to ask for recommendations
Some sales training process recommendations ask"Do you know anyone else who needs my product? "Even when they are not interested in their products. Other trainings recommend asking similar questions when closing the first transaction with the client.
Both approaches are naïve, because clients don't risk their reputation in their true mindset to recommend people whose ability to execute is unclear to them.
The solution: Ask for a referral only if the customer is very satisfied with the product and service you are selling.
In fact, after reading these 10 stupid sales strategies that Geoffrey James talked about, I knew I was among them. Many times, these stupid sales tactics become our first reaction, but after reading these, we need to consciously intervene in our behavior and psychology.
This article is from *** Sales Director Information (non-profit organization; CSO Information; Assist sales practitioners to better engage in business development).