It's amazing when I'm observing our client's salespeople. The frightening techniques that are sometimes employed is enough to make your run screaming into the night! However, short of that drama, there are always better ways of handling situations.

In this newsletter, we'll take a look at the five most common mistakes salespeople make that scare their customers away.  Read on, it's not too late. Maybe you'll get an idea for your Halloween costume!

1. Avoid being ghouli-ish by drooling too much when you hear what excites you. For example, when the customer says, "Yes, Joe. That sounds interesting." If you aren't careful and start doing a feature-dump, you'll lose your customer because he/she gets bored with features. Instead, acknowledge the comment by saying something like, "Henry, that's great that you think so. Now, let me ask you a few more questions about your situation..." All customers like to talk about themselves, their situation, and their customers. Let' THEM communicate to YOU.

 

2. If you have a boring customer (and yes, sometimes they are), don't go into your Zombie-mode. I've seen salespeople who were supposed to be engaged, check out. You could see the glassy-eyed look going on in their heads (it's the same look that audiences get when the presenter uses too many slides and the lights are off.) Avoid this by staying alert. Sit forward in your chair and keep your feet flat on the floor; not crossed. I refer to this as the "ready mode". Not only will you look more engaged in the customer's eyes, you will also get more blood flowing through your body and are able to respond to your customers faster and with more skill. (You'll also burn more calories and that's a good thing right after all that Halloween candy.)

 

3. Sometimes a customer can tick us off with a comment such as, "Pat, you know, what you are saying sounds just like your competitor." Feeling witchy? Well, put your broom away, you don't want to start whipping up a new spell that turns the customer into a wart hog. Keep your cool. You may respond with a comment such as: "Linda, tell me more about what you are looking for so that I can better understand your specific needs. Once you do, we'll be able to demonstrate how we are truly different." The best way to keep your cool and make a sale is not to ever let the customer rattle you.

 

4. Too many times I've seen salespeople act like ghosts...they disappear! Afraid of rejection, they just seem to disappear into oblivion and the customer then goes to the competition for services. If you have been rejected by your customer who doesn't return calls, avoids your emails, and the like, not to worry. Keep in mind, customers have lives, too! We, as salespeople, are not always at the top of their priority list. Keep haunting and hunting (professionally, of course!)

 

5. For those who have vampire tendencies and only come out after dark, forget that! Most executives get into the office very early in the morning, while it's still quiet, and will often answer their phones then. Also, gatekeepers don't typically arrive in the office as early as execs, so it's an ideal time to reach decision makers; even if it's to secure an appointment. Rise and shine, early! You'll have far more success at the break of dawn, rather than towards the tail of an execs'  hectic, problem-laden work day.

Feeling inspired? Well, get to it and put your costume together. Enjoy some m&m's, tootsie rolls, and a great big glass of milk. Oh, and  HAPPY HALLOWEEN!!!

 

(c)Renee Walkup, SalesPEAK, Inc., www.salespeak.com, 678 587-9911