Throughout the semester we have been talking about a variety of techniques and styles when it comes to selling. We have outlined key components like trust, relationships and focusing on benefits. In this article I wanted to perform some independent research and give some Do’s and Don’ts when it comes to different sales techniques and styles.
Good Sales Practices
Studies show that almost up to 60% of sales are lost because the buyer just decided not to make a decision. Most people think they are loosing to their competitors, however, you could just be loosing to yourself. This idea proves you need to drive home the “need” point when trying to close a sale. Make sure you provide a convincing call to action so you don’t lose to the “no decision” factor.
Take pride in your company. More so,
Not So Good Sales Practices
Do not rely entirely on an elevator pitch when entering a sales pitch. Elevator Pitches can be useful, however the standard elevator pitch tells “your” story. Instead of crafting a pitch that sets up your story, focus on crafting a story that sets the customer as the hero and the winner of the pitch.
Never position yourself against your competitors. When you do this you establish the wrong image for your company as well as fall into the same trap many salespeople. When you compare yourself to your competitors you enter a feature war, which turns off most customers. This can lead to “no decision” because you aren’t doing anything to stand out or be unique. Recognize what your competitors are doing and build constructive
BoweryJE22
I agree that creating and tailoring a story to your prospect is extremely important. This way you can get in touch with your prospects and their emotions. Throwing an emotional aspect into your sales pitch is extremely important and the customers can easily relate and feel your story in their own way.
It is definitely so important to explain your product or service well, but I can also see how that could potentially lead into just talking about yourself. I think you’re absolutely right. If you are pitching, you need to include your customer and make it relevant for them.
I think that there is a fine line between being a pushing salesman and one that is hesitant from asking for a decision from the customer. If the salesman can take a position between the two ends of the spectrum and have a balanced approach I think that 60% of lost sales could drastically decrease.