The job of a sales person can be quite demanding, and having the proper tools is becoming even more important in today’s volatile and demanding market. Unfortunately, many of the rainmakers in training today are taught traditional sales method that not only fails to work, but also insult the potential client. This article will discuss a few of the common mistakes made by sales people, and the alternatives.
Perhaps one of the most common, and dangerous mistakes that a sales person will make is to think that every potential client has the same concerns, and can be approached with the same formulaic way. If the preparation for a sales call is based on little or no detail or creativity, or if the caller uses deceptive practices, or clichés, chances are they will greatly insult your potential client, and the sale will be lost.
Needless to say, a potential client doesn’t often enjoy being treated, albeit unintentionally, like a fool. People don’t take the time to answer their phone with the expectation of being handed a tired story that has been heard many times before. They expect, to be treated with respect and honesty. Unfortunately, many sales people are trained, and encouraged to make people think that they’ve forgotten a previous conversation, or received information that was never sent. For some, this dishonesty works because many people are too polite to confront strangers on the phone.
However, using respect and honesty can go a long way to encouraging your potential client that you have their best interest at heart. Taking the time to be truthful, and laying all your cards on the table when making the connection with your potential client can go a long way to helping you win your next prospect.