the 3 biggest sales mistakes you should never make
TRANSCRIPT
THE THREE BIGGEST SALES MISTAKES YOU SHOULD NEVER MAKE
Your strategies for interacting with prospects from the time you first meet them to the time you make a presentation can have a greater impact on your likelihood of closing a sale than the actual aspects of the product or
service you have to offer.
There are three unproductive strategies that are so commonplace in the sales arena that
they’ve become accepted as the norm.
FAILING TO PROVIDE VALUE
Wrong WayFailing to communicate anything of real value. Not conveying any knowledge or insight about the prospects’ challenges or goals that the prospects didn’t already possess.
FAILING TO PROVIDE VALUE
Right WayProspects must buy into the concept before they’ll buy the product or service to implement it.
If prospects don’t learn anything new by meeting with you, are you contributing any real value to the meeting? No. And, if you’re not contributing any real value to the meeting, will prospects have compelling reasons to do business with you? Again, the answer is “No.”
FOCUSING PRESENTATIONS ON “WHAT” RATHER THAN “HOW”
Wrong WayPresentations focus too narrowly on the salesperson’s product or service, their company’s capabilities, and in some cases, on themselves.
FOCUSING PRESENTATIONS ON “WHAT” RATHER THAN “HOW”
Right WayEstablish clear connecting links between the elements of your proposed offer and the specific aspects of the prospect’s requirements.
Prospects not only want to know what you are going to do, but more importantly, they want to know how you are going to do it.
FAILING TO PRESENT “ELEGANT” SOLUTIONS
Wrong WayOvercomplicating. Feeling you must present complex solutions in order to establish intrinsic value – to justify the attached “price tag.” Value-added elements are included for no other reason than to bolster the perceived value of the offer.
FAILING TO PRESENT “ELEGANT” SOLUTIONS
Right WayWell-ordered, simple, and concise. Elegant solutions make it easy for prospects to connect your product or service to the outcomes they are after.
The easier you make it for prospects to establish a connection, the more likely you are to make the sale.
“COMMONPLACE STRATEGIES” ARE FOR
COMMONPLACE SALESPEOPLE WHO ARE
SATISFIED WITH COMMONPLACE RESULTS.
IF YOUR RESULTS HAVE BEEN ALL TOO COMMONPLACE,
PERHAPS IT’S TIME TO CHANGE YOUR STRATEGIES. www.corporatestrategies.sandler.com