More Sales Mistakes to Avoid
Below are some other mistakes that new Sales make.
1. Reaching the DM - saying the wrong things
2. Simply answering a question and then keeping mum.
3. Putting the wrong type of urgency/non-credible urgency
4. Starting the Pitch for the training - I have a very good workshop with blah blah blah
1. When trying to reach the DM and you are being asked what is it, DO NOT SAY:
I have an opportunity for them/I have a training for them/It's about a business opportunity.
DO SAY
It's a business matter regarding ...(insert the issue eg contract management, inspection in contracts etc - the more confusing the better...) Is he in?/Pass me thru to him?
2. Simply answering a question and then keeping mum.
Never answer a question with a statement only. ALWAYS answer a question with another question.
Example:
Prospect: Who is Your Instructor?
Sales:
DON'T SAY - It is Robi Bendorf.
DO SAY - That's a great question. The instructor for this is the world Renowned Purchasing & Procurement Expert, Robi Bendorf. He's the best person to teach ... workshop title ... He always gets a rating of 9 and above out of 10, and participants RAVE about him. Here's what one past participant from ...company/client name ... said: ... testimonial here ....
Based on what I just mentioned, is this then something you would like to attend yourself or other people as well?
3. Putting the wrong type of urgency/non-credible urgency.
Imagine this scenario:
Average Sales person: We have a few seats left
Smart Prospect: How many few seats?
Dumb Sales Person: I think it is 4 or 5 seats.
Smart Prospect: Is it 4 or 5? You can't have either or, you already know how many people should attend and how many you have confirmed.
Never be vague about the information you present, especially urgency eg few seats left. Be specific, the more specific the better.
Never be unsure. It destroys your credibility (I think, 4 or 5 seats)
So how do you put the right urgency:
Great Sales Pro:
This has been selling like hot cakes. We've had SOCSO sending 5 of their people to attend and Bernas sending another 3. Just today we received another 3 registrations from Bank Negara, Tradewinds & TM. So right now, we have 19 people on board out of 25. With this rate, I believe we should be reaching our 25 people within this week.
So on your side can we get the confirmation by today?
So, from your organization how many people should attend?
Will you then be attending yourself or other people as well?
So what's specific above? Here it is:
a. SOCSO sending 5 people & Bernas sending 3
b. 3 registrations from Bank Negara, Tradewinds & TM
c. 19 people on board out of 25
d. eaching our 25 people within this week
4. Starting the Pitch for the training/Seminar - I have a very good workshop with blah blah blah
Never use generalisations (just see above).
Second, always start with how you help people, not what you have to sell. eg
We work with Contract Administrators to help them streamline their contract administration process as well as avoid delays and finish contracts on time. OR
Based on the conversations that I've had with many contract administrators, I found that there are 2 common problems: State Problem 1 & Problem 2
If you don't mind me asking, do you face these problems or are there other problems as well.
(if they don't highlight other problems, ask again)
Any other problems/challenges that you face?