How to be a complete
and utter failure at sales
1. Set small goals
Stay comfortable, no need too
take risks and get stressed because you set the bar to high. Keep telling
yourself it is better to hit 100% of a £100K goal than £800K of a million pound
goal.
2. Do no planning
Fly by the seat of your pants and
learn to be reactive instead of proactive. It is not like you need to know
where your next sale is coming from. Being organised and prioritising the
pipeline into a clearly defined plan is for high achievers only. Better off
sticking with the pipedream!
3. Have no objectives for every sales opportunity
By having no objectives you will
never feel disappointed and you don’t want any of that do you? A big plus here
is that if you have no objectives you can have a good chat and tell potential
customers all about yourself.
4. Do no research
Time is precious why would you
want to waste it checking out a potential client via the Web, Facebook,
LinkedIn, their web site etc. The more you know about them will mean you might
have all you need to build rapport and that might get in the way of you telling
them all about you and your product!
5. Ensure your coffee goes cold
Because that will mean you are
doing plenty of talking and very little listening. If you follow the tried and
tested successful approach of asking questions and listening (2 ears 1 mouth
use them in proportion) you might get the sale and you wouldn’t want that would
you?
6. Always presume you know what they are talking about
You know best, and that means
that you don’t need to clarify anything when the potential customer is telling
you about their problem. Better to sell them your product than actually give
them what they actually need.
7. Stick rigidly to your process
Stick to your guns and have no
flexibility it is up to the prospect to fit into your system. No need to tax
your brain in the ‘game of sales’.
8. Let them know how wrong they are when they give you an objection
How dare they object. You have given
them your time, your best sales patter, and, of course , you know what is best
for them. So therefore there is no need for you to consider any objections you
may be given or fully prepare any solutions to help them overcome their fears.
9. Wait for them to get in touch
Agreeing the next steps and
systemising your follow up process will get in the way of you doing more urgent
work. After all they would be mad to go elsewhere to purchase what you have
offered them wouldn’t they?
10. Do not build relationships
You have enough friends, facebook
and linkedIn connections. More relationships will take up more of your time
better to let them move on to your competition.
Alternatively
You may want to be successful at
sales, you may want to be a sales superstar. An easy solution would be to flip
these ten bad habits and work really hard at doing the opposite. Another and easier
solution would be to attend our Double Your Sales in 2015 Workshop Learn more here….you will
learn just what it takes to become a Sales Superstar…..it will be great to meet
you.
Thoughts:
“A failure establishes
only this: that our determination to succeed was not strong enough”…Bovee
“Failure is the
condiment that gives success it flavour”…Truman Capate
“If you succeed, it’s
your fault. If you fail to succeed, it’s also your fault.”…K.C. Prince
“Failure is not fatal,
but failure to change might be.”…John Wooden
“You
make mistakes. Mistakes don’t make you.”…Maxwell Maltz
Susan Gallagher
Business Performance Coach
Business Performance Coach
Our next Workshop 'Double Your Sales in 2015' is on Friday 21st November 2014 To Book Simply go to http://www.eventbrite.com/e/double-your-sales-in-2015-tickets-13756053727
"Would you tell me please, which way I ought to go from here?" said Alice
"That depends a good deal on where you want to get to" said the Cheshire cat.
"I don't much care where..." said Alice.
"Then it doesn't matter which way you go’
Telephone 0151 348 1202 / 07802 434 872
Growing Your Profit, Transforming Your Business, Changing Lives
www.mpcforprofit.com
No comments:
Post a Comment