“To sell means to help. Find all the ways you can to help your prospect.”
Some people simply don’t like working with sales reps. They may have had a bad prior experience with a salesperson, or they may feel like they’re being sold a product or service they don’t really need. Whatever the circumstances, you can take actions that can make a prospect more receptive to you — or drive them further away.
Marc Wayshak, a sales strategist and best-selling author, says there are some specific things that most people hate about sales reps. In this issue of Promotional Consultant Today, we share Wayshak’s thoughts on what you should stop doing so you don’t unintentionally repel prospects.
Lots of small talk
Most salespeople have the gift of gab, but most buyers just want to get on with their day. It’s best to get right to the point, Wayshak says. Prospects simply want to know how you can help them.
Jumping into a sales pitch immediately
While buyers appreciate brevity, there has to be a balance. Prospects don’t appreciate an immediate pitch at the beginning of a sales conversation. Wayshak says the right strategy is determining whether they’re a good fit up front. Think like a doctor, not a car salesman, he says.
Hearing “yes” on repeat
If buyers only hear “yes,” they’ll lose confidence in your ability to find the right solution for them. Only say “yes” if it’s true. Otherwise, explain the process or tell them you will get the answer and get back to them.
Overdoing the enthusiasm
Cheerfulness and a positive attitude are good qualities in sales professionals. However, the high-enthusiasm persona is so common in sales that most prospects feel like they’re talking to robots and not real people, Wayshak says. Just be yourself.
Asking questions is important in sales, but you risk turning off prospective buyers if you overdo it with the probing questions. Wayshak recommends using a thoughtful, intentional series of questions to help you determine the answers you need.
The high-pressure close
Prospects can see this type of close coming from a mile away — and they hate it. Wayshak says it’s much better to drop the high-pressure close and work on creating value throughout the discussion.
The constant check-ins
There’s nothing more annoying to sales prospects than a salesperson who’s constantly checking in to “see how things are going” or to “see if anything’s changed,” Wayshak says. Having a purpose is critical when you reach out to your prospects. There’s no value for the prospect when someone’s just checking in on them.
Selling can be hard enough. Don’t make it even more complicated by sabotaging yourself. Reflect on the points above and be sure you’re taking the right approach with your sales conversations.
Compiled by Audrey Sellers
Source: Marc Wayshak is a sales strategist, keynote speaker and the author of three best-selling books on sales and leadership. He has been named by LinkedIn as one of the “15 Influential Sales Professionals to Watch.”