Common Sales Mistakes and How to Fix Them
Do you like being sold to? Most of us would say no to that, while knowing all business development activity is a sell, whether asking for follow up at a networking event or pitching a multi-million pound deal. Many unwittingly commit the common crimes that turn the other party off, so this 90 tells you what they are and, more importantly, tells you exactly what to do to stop making them!
- Learning to balance the “hard sell” and “never sell”
- Too much logic, taking positions, applying pressure
- Listening, the emotional connection, underlying interests, planning the process
- Your sales style, and elegant persuasion
- Four strategies for elegantly handing objections: agree, ignore, challenge, explore
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Bespoke benefits and relevant featuresBespoke benefits and relevant features
Sell the sizzle not the sausage, because we all know what goes into a sausage. We know you are not selling sausages, but some tend to persuade through features rather than benefits because they are tangible and empirical. They can also be boring and counterproductive.
First Contact: the initial meetingFirst Contact: the initial meeting
If you want to be a successful Rainmaker you need to be good at this, no matter the mood or style of the person you are meeting. It is a “getting to know you” half hour, or an hour if it goes swimmingly. This is the first time you have met so at this stage you are unlikely close a sale, though you might if you get on like a house on fire: We all get lucky once in a while. Getting in synch with your prospect by gaining rapport, balancing talking and listening, knowing when to push on from small talk to business and being authentically charming are all in play here.
Getting Your Advance: How to move forwardGetting Your Advance: How to move forward
The denouement of the business development meeting is the close. You can’t be employing any cheesy sales techniques and it may be too early to ask for the sun, the moon and the stars if this is an initial meeting. Yet at some point you have to ask for the advance because everyone needs to know what happens next.