No Sales! The Leads Suck! After ten years in the industry I have heard this more than once. In fact, I hear this so often that a series of educational blog posts are needed to educate sellers on how to close more deals - period.
No sales! Now, first I preface this entire post with one thought...
The fact is there are endless ways to goof up a sales conversation, and most sellers make major mistakes each and every time they talk with a prospect."
Most people's sales conversations could be better. Not a little better, significantly better. I see too many sellers fall into the same traps: Talking too much, interrogating the buyer, acting overeager, not being prepared—the list goes on.
You talk too much, leaving the buyer with the impression that you don't understand their business, their industry, or their needs.
You grill the buyer with questions, making them feel like they are a part of an interrogation.
You talk too little, letting the buyer control the conversation.
You are over eager, and the buyer can smell your desperation a mile away.
You talk about your products and services as if they are commodities, leading the buyer to buy based on price.
You are unprepared, and the buyer wonders why they are wasting their time with you.
You are uncomfortable talking about money, and the second a price objection comes up you cave and start discounting.
The fact is there are endless ways to goof up a sales conversation, and most sellers make major mistakes each and every time they talk with a prospect.
If you want to improve your sales conversations, pay attention to these 7 keys above.
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