As a follow up to my recent posts, I am sharing my views on what a sales rep should NOT DO on a sales call. These points that I am sharing with you may also be clubbed together with my take on how a sales rep needs to present himself , professionally , and therefore ensure quick and effective closure to the sale.
- 1. Flirt with the admin. It may seem tempting, but unless you’re a Don Draper look-alike, chances are you’re only going to annoy the admin, and she’ll tell the boss. Fix: Stay polite, friendly and respectful.
- #2. Talk more than you listen. Initial sales calls are all about relationship building and gathering information, which you can’t do if your mouth is moving. Fix: Get curious about the customer and ask questions.
- #3. Comment on the memento. The last 372 people who came into that office remarked about the signed baseball on the desk. Ho-hum… Fix: Research the prospect and ask about the prospect’s job.
- #4. Pretend to drop by. Who are you kidding? Do you think that it’s going to cushion the rejection if you pretend that it’s not a sales call? Fix: Have something important to say or sell that justifies your presence.
- #5. Answer your cell phone. Ouch! Ouch! What were you thinking? How could any telephone call be more important than a real live prospect? Fix: Turn it off and leave it in your briefcase.
- #6. Overstay your welcome. Your prospect has hundreds of other things that he or she could be doing, rather than spending time with you. Fix: Set a time limit for the call.
- #7. Let the meeting meander. This isn’t the time for a wandering conversation that slowly gets to the point or a long series of complicated questions. Fix: Provide brief agenda of how you expect the call to proceed.
- #8. Argue with the customer. If the customer doesn’t agree with an important point, arguing is only going to set that opinion in stone. Fix: ask the customer why he holds that opinion; then listen.