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I don’t know if you had ever noticed, doing sales the way you had been trained to do could already be getting you into some real trouble. It has been observed across the lot of really successful sales people that these people generally break some long established rules to make sure they stand out from the crowd.
If you have heard a sales person say some thing like ” You haven’t heard about this yet…” or ” Your present ways of doing business might be incurring losses for your company” – if you look at it closely, sales people have a tendency to belittle competition and if nothing else, try to show-down the particular product or service the customer is apparently using currently. This is inadvertently sabotaging any chance of a successful closure that you might have had.
Instead of a standard show-down technique that you have been trained on, it might help if you had said ” You probably know this already since you had been there and done that but some other competitors in the same business you are in…..” or ” The service you use right is in fact provided by a company that is certainly a force to reckon with in the industry, however, ….”
If you had been using slick PowerPoint presentations, you are already in neck-deep trouble because the more you speak the more you’d incur the possibility of screwing up. More over, a sales call is more positive if you worked around the customer talking out his problem rather than you talking out your solution.
See the difference? Never tell a customer that whatever he is using or is considering is a wrong choice. You would do better just by pulling him over to your side of story. ..
