Just a quick one today folks. I have had the opportunity to meet with, assess, recruit, hire, train, observe and coach many (many) sales people. I have heard a lot of "interesting" comments during these interactions. What I would like to share are just a few of my least favorite statements commonly uttered by poorly-trained and falsely confident salespeople. These lovely phrases, to me as well as most executives/buyers, simply turn us off so don't use them. Under any circumstances.
1. Could you please tell me about your needs? (this is a great and rapid way to be shown the door). Please be a little more specific and display a lot more insight into the business.
2. If I could do (enter the obvious match to the need - e.g. make this issue go away) then would you be interested? (of course the client will be interested but does he/she believe that you can do it for him/her). Instead validate how your products and services may help to resolve the issues. Validate the client's belief in your ability to do so and the next steps to prove it.
MY FAVORITE (not really - in fact if I could wipe this statement from the collective psyche then I would be avery happy man.
3. SO, WHAT KEEPS YOU UP AT NIGHT? Do I really need to express how wrong this question is? How buyers have been inundated with this ridiculous question and how quietly enraged they become when they hear it. Actually they just laugh at you or may come out with a response like: My spouse!, or a more risque version. Instead, please just ask the executive what the key issues are around a goal, objective, or articulate some common issues and whether these resonate. They are a number of much better options than the dopey WKYUAN line.
That's all for now. The real advice is to stay away from the coloquial and just ask simple questions that are easy for the client to answer.
Cheers,
Steve
P.S. You can find truly free sales training videos at http://www.professionalsellingnetwork.com
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