It is the quality of an ideal salesperson to know
the right kind of questions, words and phrases to convert a prospect into a
client. Just as knowing what to say, knowing what not to say is also equally
important. Here we are about to see a few of those most annoying words ever
heard from a salesperson:
1. Asking
the client about his/her company:
It is one thing that annoys the
prospects most these days. As a capable salesman, before approaching the
client, it is the responsibility of the salesperson to do a basic research
about the company, the kind of products/services offered and the challenges
faced in the business landscape. While it may be difficult for new people
entering the sales job, there are numerous ways to gather such information such
as company’s official website, social media pages, brochures, ads etc.
2. Asking
for budget:
Focusing on the budget too early
during the sales process, destroys even best of the available opportunities as
the client may see you as a business-oriented person and not really interested
about his or her interest.
3. Trying
to garner trust:
It is quite common that many of
your possible business clients could have had a negative experience with a
sales professional before. So in this scenario, the foolish thing to do is to
try to attract trust of your customer by using words like “Please trust me” or
“Honestly speaking”. It in fact creates a bad impression about the salesperson,
as prospects could feel that they were not ethically dealt during the course of
the entire sales process.
4. Hesitating
to go the additional mile:
Whenever the client asks for
certain information or help regarding your product/service, it is prevalent
among sales personnel to skip the work burden by saying “It is not part of my
work”. Even if the client asks for support which is quite outside of your
regular work, it is never wrong to go that extra mile to help out the customer.
This in turn creates a long lasting relationship with the client and through
his/her referral, you may gain additional leads too in the future!
5. Confessing
about the product’s usage:
Another general mistake that sales
persons commit these days is to confess to the client that he actually don’t
use the product or avail the service that he is selling for himself itself! So,
when the salesperson itself is not willing to shed their bucks to use the
particular product or service then how can he actually convince the customer in
the real-life? Also, it makes the customers feel that the product that you are
selling is just for your livelihood and it actually will not add value to them
anyway.
6. Inquiring
about the decision maker:
In this highly competitive business
arena, it is actually quite hard to gather sales lead. Hence, if a salesperson directly
asks his prospect whether he is the final decision maker or not is absolutely
wrong. This for sure will affect the ego of the particular person. Instead, the
sales man could ask about the process by which the organization makes final
decisions thereby engaging the contact person too in the overall sales process.
7. Appreciating
for the time spent:
“Thanks for your valuable time
sir/madam”- This is quite a common phrase used by several sales people these
days. Thanking the prospect for his time means that your time is less valuable
and hence this makes the client feel that you are at an inferior stature than
them actually.
So, if you could avoid these 7
common things while interacting with your prospect the chance of sales
conversion will increase in multiple thresholds for sure…
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