The infamous ‘door slam’ is something sales executives have experienced at some point in their career. This is because customers buy into the stereotype of sales executives as being pushy, intrusive and persistent. While these prejudices may be incorrect, they are not far from the truth. Traditionally sales executives were fed half-truths about how only an aggressive and relentless approach can help sell the product. While this approach has its benefits, it has failed to keep up with the needs of a new generation of representatives.
Sales representatives are ambitious, passionate and driven individuals with the potential to add to your revenue. They no longer treat sales as a last resort but choose it as a long-term career. Thus, there is disharmony when old practices clash with new age beliefs. It’s time to evolve with changing customer needs and bust the top destructive sales myths.
Destructive Sales Practices That Need To Go!
- Talk till you drop – The quintessential sales executive indulges in a monologue about the product he/she is selling in a single breath. What’s wrong with this approach? The absence of listening. You cannot understand the requirements of the buyer without listening to them. Sure, you are selling a value-for-money product that has the potential to change some aspect of the buyer’s life. The million dollar question you should be asking is – does the customer need it? The point at which you stop talking and start listening is when you gain the buyer’s complete attention. It is also at this point that you will understand the specific problems that your product helps the buyer solve. Once you have created the initial impact you can go for your sales pitch. But don’t forget to listen.
- Mr/Miss know it all – Sales representatives do not have the superpower to read minds and it is okay to admit it. The problem occurs when you think you know all about the buyer’s intentions, requirements and needs. When this happens, you experience what is known as “happy ears”. A phenomenon where you only hear what you want to hear rather than actually understanding what the client is saying. It’s important that you stop assuming and start asking for clarifications when you are unsure of what the client is trying to say. Don’t assume the prospect will buy your product unless stated in those words. When in doubt, ask!
- Sales from the word ‘go’ – Gearing for a sales pitch is great but not at the time of prospecting. You need to identify if the prospect has a pressing need that you can solve. You shouldn’t dive into a sales pitch when you have no idea what pain you are addressing. Begin by identifying the problem and then pitch your solution. Don’t showcase a generic presentation of your product because all you will do is bury the sales opportunity before it even materialises. The pitch will flow effortlessly when you ask the right asking questions and determine how your product can solve the problem.
- Camaraderie is key – You should work on establishing an initial rapport with your prospect as it’s important for the fruition of a long-term partnership. But you shouldn’t lose sight of your end goal, which is to sell. All else is incidental because your sole focus is on closing the deal. Building rapport can help you get closer to your goal, but don’t make it your destination.
- Don’t settle for no! – Have you encountered a client who doesn’t say no when asked for a decision but continues to avoid you like the plague? Well, the reason could be your defensive approach. Traditionalists have falsely made sales representatives believe that they need to change a ‘no’ to a ‘yes’. Buyers loathe this aggressive approach. You make them feel cornered when you try to convince them about your product. Be upfront when asking for a decision. Let the buyer know that you are okay with a negative response. This way you will save precious time and you can pursue other leads. The best approach is to stop being defensive and instead ask for feedback from the buyer about what didn’t work.
These approaches coupled with our sales CRM can help you ace your goals. Paramantra’s CRM gives you a clear idea about your sales pipeline and deals to pursue. Equipped with a range of smart tools, you can accelerate process till closure and successfully meet your targets.