We are ALWAYS selling whether it’s to get a job, get ahead, or get the business. But if you’re trying to get close to your prospect, avoid these tactics like the plague!
- Not Opting-In to My Social Media – So, you want my business, but you can’t take the time to read a blog or 2 to truly get a feel of my brand? Or follow me on Twitter? Connect with me on LinkedIn? Inexcusable!
- Showing Up with a PowerPoint Presentation – If your “sales presentation” is formal and final, where do I fit in? This thinking demonstrates to me that you were planning the exact same sales path regardless of my needs! Sales should be a conversation where you uncover needs and determine if there’s a fit.
- Inability to Carry a Conversation – Selling starts the minute you walk into the room; you need a presence and the ability to chit chat? If you were meeting me today, what would you ask?
- Talking After Delivering the Price – Too often we try to fill the silence with rhetoric that “unsells” the deal. Tell me the price and then shut up! Let it marinate in your prospect’s mind.
- Not Visiting my Web Site – Really? You just discovered that I wrote or book or offer coaching when it’s on the home page big as life? Do your homework before you connect with me!
- Not ASKING for the Biz – Many of my clients forget that you have to pose a question to get an answer. I have them practice a closing question that is comfortable for them. “Are we ready to move forward?” “Can we get a date on the calendar?” What’s your closing question?I look forward to your comments below.