This is an addendum to my earlier blog ” 8 Things NOT To Do on a Sales Call”
In that blog, I had touched upon 8 things that I consider an absolute NO NO if you want to make a positive impact on your sales call.
The subject of this blog says it all…12 more things to totally avoid and keep in mind when you plan your sales call.
- #1: Discuss politics or religion. Such subjects are almost always a trap into opinionated quicksand that’s hard or impossible to get out of. Fix: keep the discussion on business or neutral ground.
- #2: Dive into your product pitch. Sure you’ve got something to sell, but if you pitch too soon, you’ll get pitched out the door. Fix: Ask questions to understand needs, before you pitch.
- #3: Arrive late to the call. If you don’t arrive on time it tell the customer clearly that you don’t give a damn about them or their time. Fix: Always arrive 15 minutes ahead of time. If you drive to calls, get a GPS.
- #4: Appear flippant or sarcastic. A good-natured laugh at a joke might be taken personally by someone watching out the window, without hearing the context. Fix: Watch your demeanor at all times.
- #5: Lack requisite product knowledge. The prospect doesn’t want to hear “I need to get back to you about that”…over and over. Fix: make sure you’re trained on your current products and policies…before the call.
- #6: Fail to plan the call. Sounds simple, but trying to close when should be qualifying (for example) is a lost sale. Fix: Never enter a door without first thinking about what you plan to accomplish.
- #7: Be too business-like at first. Remember you’re building bridges with another human being, not just a notch in your sales gun. Fix: Smile and be friendly… but don’t get too gushy.
- #8: Show up with a crowd. If you bring too many people, it will draw customer’s comments about why your costs so high Fix: Use webconferencing when you need to include additional resources.
- #9: Fail to check your appearance. Don’t show up with something amiss that a quick stop in the client’s bathroom could head off. Fix: Make a quick pit stop – with a look-over – before the call.
- #10: Forget the customers’ names. What could be more embarrassing than actually forgetting whom you’re talking with? Fix: Write down the names down of everyone in the room with a small table diagram.
- #11: Be rude to the admin. No flirting, of course, but if you act all arrogant and superior, you’ll just antagonize the help. Fix: Be friendly and respectful of the staff – admin and otherwise.
- #12: Ask personal questions. You may think that the customer is your friend, but you can easily screw up if it gets too personal. Fix: Keep the conversation focused on business issues or neutral topics like sports.