We surveyed customers to find out the leading causes of why they decided not to buy from a particular salesperson. We compiled the results and ranked the worst sales gaffes by the number of times they were cited.
Sales Pitch / Presentation
Delivering your sales pitch or making your sales presentation is key to answering a prospect’s questions and convincing them to buy from you. These posts can help you achieve that.
Some things in business are crystal clear. One of them is that people will not buy unless they believe they’ll get what they want and avoid what they don’t want. You become indispensable to your customer when you demonstrate that you both understand his or her problems and goals — and have the ability to help with them.
That requires great customer conversations.
If your salespeople can’t answer this question, prospects and customers may either demand the lowest price or buy from someone else.
The No. 1 sales question buyers want you to answer: Why should I buy from you?
Selling to prospects and customers without determining their needs is irrelevant selling. Lack of relevance distorts your aim. It’s like shooting at a target with a gun that has a bent sight.
For salespeople, it’s a neverending complaint.
“Your price is too high.”
Even if there’s not an ounce of truth to the prospect’s price objections.
But those objections can be overcome, even when your price really is the highest in the marketplace.
Some salespeople are convinced that the most important part of a sales call is the opening. “The first 60 seconds make or break the sale,” they seem to think.
Research shows no correlation between openings and success, except in small sales. The first few seconds are critical if the sales presentations are based on a single call. But in B2B sales, prospects may overlook a poor start if they think a salesperson can solve a problem for them.
You’ve worked hard to get an appointment with the prospect. Now you’re poised to make the sale.
All you have to do is give a convincing sales presentation and you’re sure you’ll close the deal.
It’s all up to you. How do you make sure your sales presentation will hit the mark?
Here are five sins that regularly undermine presentations to customers:
Preparation is the only aspect of negotiations over which you have complete control. If you’re not prepared for a negotiation, you give the other side an unearned advantage.
When you plan, you develop a strategy showing how your solution impacts the customer’s business. Here are four tips for planning the negotiation:
Performing a SWOT analysis (Strength, Weaknesses, Opportunities & Threats) before a negotiation can help lead to a successful outcome. Combining the customer’s strengths and opportunities could give you key leverage points to offer creative ideas while selling your products or services.
Harvard Business School reports the essential components of sales success are information, intelligence, skill and attitude. But which is No. 1?
Information, intelligence and skill accounts for 7%, while attitude accounts for 93% of sales success.
In selling, as in martial arts, there are times when being aggressive is the only way to close the deal. At other times, a softer approach is the way to go.
The difference is that in selling, our customers are not our enemies. The result of our interaction is that both parties should come out stronger in the end.
Closing the deal is just a matter of mastering the art of the soft sell and the hard sell, and then picking out the right approach for the prospect.