5 Ways To Turn Off The Sale

1. Salespeople trying to sell you something they want to sell versus selling you something you want to buy.
2. Salespeople that tell you what you can and cannot do or buy.
3. Salespeople that do not believe that you are interested in buying (or buying today) and therefore do not take you seriously.
4. Salespeople that pre-judge or pre-qualify you before they find out anything about you.
5. Salespeople that talk and sell before asking questions and listening, which would have allowed them to find out what it is that you really want or need.

There are a lot of very good salespeople that commit some very common mistakes. The easiest way to prevent making these mistakes is to not only analyze our defeats but to also analyze our victories. We can learn a lot from both transactions of the things we did right along with the things we care not to repeat. One way to evaluate this is to see it through the eyes of the consumer and consider how they felt during the process. The customers that felt that their salesperson listened to their wants and needs is usually presented a solution to the problem that fits, and therefore a sale is made. Listed above is a list of some of the most common “turnoffs” that customer’s state about salespeople. You will see there is a common theme throughout the 5 turn offs that center around listening to the customer. This requires the salesperson to ask a question then remain quiet, allowing the customer to respond. When salespeople spend the time to find out the wants and needs of the customers the sales process becomes a lot easier for both the salesperson and the customer.

“In the world of sports you look for your opponent’s weakness and exploit it however, in the world of selling you look for the prospects weakness so you can strengthen it by selling them your goods or services”.

- Zig Ziglar

Strong Selling,

Robert Kennedy-Edwards - Sales Trainer

www.leadmetosucceed.com
bke@leadmetosucceed.com
Coaching 4 Success, Inc.