Making a sale can be tricky and a trying task, but if you know some of these essential don’ts of selling, you should have an easier time closing deals.
Never have poor telephone or in-person etiquette
Some examples of this is chewing gum, eating, talking to other people while you’re on the phone, not getting to the point are all major turn-offs and are just plain rude. Doing any of these things can severely hurt your chances of making a sale. Use common sense and treat your clients or prospects with respect.
Never jump to conclusion or mind read
“The prospect is in a meeting” does not translate to “the prospect does not want to speak with you”. “I’m busy and cannot talk right now” does not mean “I don’t want to speak with you and I’m not interested”. Too many prospectors read negatively into statements made by prospects. We as sales people need to learn to be patience and not try to be mined readers.
Never be negative
Don’t allow failure to enter your vocabulary, redefine everything as a learning experience and then focus on figuring out how to get different results. Never take “no” as a door slammed shut for all eternity. Regard “no” as not now. Leave the door open and encourage the prospect to consider you as resource in the future.
Never claim to know the answer to something when you don’t
There’s should be absolutely no shame in telling someone that you don’t know the answer but will get on as soon as possible. I personally never done this and had someone say ‘how dare you?” or something along that line. Normally they will appreciate your honesty and if they don’t, it’s a good indicator that they aren’t a good fit for your company.
Never get too comfortable
You should never stop prospecting, even if you feel good about your client base. You should always focus on bringing in new business, making sure you retain the business and growing that business. Always have a good balance of those things, and never get too comfortable.
BoweryJE22
This is really awesome. Something I learned in Facility Management was to never say, “I don’t know” but instead say, “I will find out for you!” This shows the buyer that you are interested in their needs, as well as you are showing honesty and realness.
I think that it is rather important to be comfortable. The more comfortable you are with your surroundings and environment, the better off you will be. I think you are mixing up complacency with comfort.