In today’s environment, old school sales tactics are more likely to do more harm than good. Customers have more information at their fingertips than ever before. Make sure you’re not sabotaging your sales by removing these four tactics from your sales calls.
- Persuasion. This old school tactic is still touted by many as the art of sales, but nothing turns a client off more than being sold something they know they don’t need. Instead of persuading, start qualifying your leads to determine whether or not they actually need your services before making a sales call.
- Pitching the product first. Your clients have likely already reviewed your website and learned about your product/materials. Lead with their needs first and present product information if asked or at the end of your meeting while explaining the job.
- Talking more, listening less. Being a good conversationalist generally makes a good sales person but listening makes a great one. Ask your client questions and listen to the answers. Try and talk less, rather than more than your prospective customer.
- Don’t fake it. Putting on a show for your potential client puts them on the defensive immediately. Homeowners are looking to make purchases from people and companies who are generally invested in their homes. Speak to them as if you were talking to a friend or family member and they will likely be much more at ease and receptive.
Be conscious of these four sales blunders the next time you walk in to a sales meeting. Think of it as a conversation instead of a pitch. Make sure to have answers to all of their questions including how they can pay for their project. Offering low monthly payments as an alternative to paying up front with cash or a credit card is a way to overcome the objection of affordability.
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