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We are ALWAYS selling whether it’s to get a job, get ahead, or get the business. But if you’re trying to get close to your prospect, avoid these tactics like the plague!
Not Opting-In to My Social Media – So, you want my business, but you can’t take the time to read a blog or 2 to truly get a feel of my brand? Or follow me on Twitter? Connect with me on LinkedIn? Inexcusable!
Showing Up with a PowerPoint Presentation – If your “sales presentation” is formal and final, where do I fit in? This thinking demonstrates to me that you were planning the exact same sales path regardless of my needs! Sales should be a conversation where you uncover needs and determine if there’s a fit.
Inability to Carry a Conversation – Selling starts the minute you walk into the room; you need a presence and the ability to chit chat? If you were meeting me today, what would you ask?
Talking After Delivering the Price – Too often we try to fill the silence with rhetoric that “unsells” the deal. Tell me the price and then shut up! Let it marinate in your prospect’s mind.
Not Visiting my Web Site – Really? You just discovered that I wrote or book or offer coaching when it’s on the home page big as life? Do your homework before you connect with me!
Not ASKING for the Biz – Many of my clients forget that you have to pose a question to get an answer. I have them practice a closing question that is comfortable for them. “Are we ready to move forward?” “Can we get a date on the calendar?” What’s your closing question?I look forward to your comments below.
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