Make sure you are aware of your selling weaknesses. . .you may not think that you resemble the pushy, dishonest "used car salesman" stereotype of the past, but sometimes we just might. A new survey from the American Management Association surveyed 1100 buyers on the sales
tactics and behaviors that got under their skin the most. Here are their nine answers, ranked
from most to least offensive:
Pushiness (24%) and refusing to accept a "no" (23%) were by the most offensive behaviors to
survey respondents, with not listening (18%) trailing close behind. On the other end, up-selling
annoyed a mere 4% of respondents, and being impatient, a tiny 2%.
- Being too pushy
- Not taking "no" for an answer
- Not listening
- Talking too much
- Bait and switch
- Reading from a script
- Using meaningless sales jargon
- Being impatient
What are the takeaways? Here are three conclusions:
- Sell on the buyer's timeline -- don't force prospects to buy on your timeline. You won't
have to be pushy if you maintain a pipeline full of prospects in various stages of the
buying process. That way, you'll have prospects ready to close -- on their own terms --
each and every single month.
- "No" isn't a bad thing. Keep in mind that "no" is better than "maybe." When prospects
disqualify themselves, you have more time to spend on better fit opportunities.
- Reps who listen, sell. How will you be able to put together a solution for your prospect
if you don't truly listen to and understand their needs? Ask questions and carefully listen
to your buyer's answers so you know how to best help them.
49. Sometimes the truth might hurt but you must tell it!
Many times every day in our working lives, we need to
know "the truth and nothing but the truth." The important
thing is to face up to these situations and be strong
enough to deliver that message. If you don't level with a
client who is tolerating a situation that is hurting his business
potential, the client could blame you when his numbers
When colleagues ask you for some honest input, give it to
them. But be careful in the way you frame your assessment.
You want to be sure that you're constructive and
supportive. You need all of your tact to deliver the message
and to make sure nothing you say is hurtful.
Also, we need to keep the communication channels open
with all clients. Encourage them to let you know when
they need something. If you don't exchange feedback
constantly, your client might look elsewhere to find solutions
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