7 things that we all hate about selling
1. Cancelled meetings – especially when they ‘forget’ to tell you and you’ve physically travelled to the venue before you find out. Also annoying when you have done tons of preparation and they no longer want to see you.
2. Being stereotyped as a pushy charlatan – this image persists, yet nearly every salesperson I know is a thoroughly decent (normal) human being. In fact, the people who are best at sales are usually highly focused on helping clients. They are some of the kindest and most empathetic people out there, but everyone else thinks salespeople are a cross between Attila the Hun and Gordon Gekko.
3. Being nice to people who you don’t like, but who have the power to approve the sale. You get to deal with all sorts in sales and so by the law of averages, you are going to come across a few you don’t like. However, if their money is good and they are a good fit, you must still deal with them and try and make it look like a pleasure.
4. Shaking on it then they change their mind. You do the work, you agree terms, everyone is happy so you shake hands (or get verbal agreement, or whatever your standard is for the thing you do). Then, you get that call (and often they just leave a message) saying they no longer want to go ahead or they have changed their mind. Can you get back to them to talk about it? Of course not. The draw bridge has gone up. Leading me on to ….
5. Not returning calls. When they are interested or want your help or advice, clients will talk to you. In fact, they may call you at all sorts of strange times. However, when they have other things on their mind, or when you just need a bit of feedback to move the sale forward, what happens? Yup – suddenly it’s impossible to get through. Messages go unanswered, colleagues can’t say when your contact will be available and you hit a brick wall. You know what’s coming next don’t you?
6. Answer machines – I prefer speaking to actual people. I suppose we all do – but now everyone has an answer machine, somewhere between 50% and 85% of calls go straight to voicemail. Do you ring once, twice, 5 times, 10 times? And at what point do you turn into a Stalker? And then there are the messages left on your own phone that you miss, then 3 days later you just decide to check, only to discover that something urgent needed to be dealt with yesterday.
7. Asking for a discount. I blame car boot sales for this. It’s acceptable to ask for a discount when someone is selling their leftover and unwanted things from their home, but actually it’s not OK to ask for a discount when you are discussing a high quality, well crafted, bespoke product or service that is probably priced fairly for the market place. Yet still prospects do this. Even if, as the person selling, you have done everything right; showed the value of what you offer and demonstrated how many of the prospects needs and objectives you solve, you can pretty much guarantee that, before you get the sale, you will be asked if you can drop the price.
So, if you’ve been in sales for more than 5 minutes, I’m sure you recognise a lot of these. Fortunately, nothing comes even close to that feeling you get when you smash that target!
Janet Efere is an award-winning sales trainer based in Enfield, North London
5 Things that could be scaring your customers away (and what you can do about it)
Let’s face it, customers can be tough to win, so the last thing you want to do is scare any of them away. However, if you are involved in selling in any way at all, make sure you are not doing anything on this list:
It doesn’t matter whether it is business or life in general, we can always sense if someone is desperate and we don’t like it. In fact, we are likely to react by withdrawing, because that’s the human response. Remember your focus should always be on your customers and their needs (not your salary, bonus cheque, meeting your target or anything else financial). So even if you are struggling, push it as far to the back of your mind as you can and concentrate on helping your customer.
You don’t look professional
OK, we are not all supermodels, but can you honestly say you project the right image for whatever it is that you are selling? By the way, you don’t necessarily have to turn up in a suit and tie – if you are in an office environment, then that is fine, but you should dress appropriately for the thing you do. I go to a lot of networking meetings, full of serious businesspeople and all of them dressed differently. But the constant? Even the people who work in the more manual type of organisations can always manage to look professional. Clean, neat, tidy. See – it’s not so hard is it?
You promise everything
Seriously, the chances of you being able to give every customer every thing they need is small, so don’t feel pressured to say ‘yes’ to each request – if you do that and then the customer wants it, you are going to be in big trouble further down the line. It is better to be honest (or perhaps sell them an upgraded package with the ‘thing’ they want for more money!). It might not be easy, but a lot of sales is about compromise anyway – just give them all the facts and keep mentioning the benefits of your solution. If you do your job well, there is a good chance you will get the sale anyway. Better than a false sale followed by a refund!
You don’t take notes
This is about two things:
- Listening carefully and paying attention to the person who has been kind enough to grant you some of their time. This is respectful. There is a phrase ‘people buy from people’ and one of the building blocks of a good relationship with customers is the ability to listen and understand.
- Ensuring that you don’t forget important details and, because you have written down key points, you can summarise and check your understanding. This is professional and it reassures the customer because it shows that you are less likely to make mistakes with their precious money if they use you.
You are irritating
What does your voice sound like and what is your body language saying? Do you repeat things, tell boring anecdotes, take ages to get to the point, or make negative comments about other people? Now of course, we all think we are wonderfully interesting, but what if (shock horror) we are not as engaging as we think we are? Look out for signs that you are boring or irritating your customers. Yawning, loss of attention, or early conclusions to meetings are tell-tale signs that you are being less than captivating. Consider taking someone you trust out with you on a sales call to give you some constructive feedback and help you improve.
So with any luck you are not a desperate, unprofessional, “say yes to anything”, irritating salesperson with no notebook. However, if you are, perhaps you have a few things to work on!
Why am I more important than I was a month ago? Because clearly I am! And, before you start to mutter under your breath about me having over-inflated ideas of my own value, a lot of it is to do with perception.
OK, so let’s have a look at this curious statement; in many ways, I am no different from the Janet who existed one month ago. Of course I have roughly a month’s more life experience (I’m a month older though, so maybe that’s not so good). I have achieved some good things in the last 4 weeks and I hope I’ve spread a little happiness among my friends and some prosperity among my clients, but so far, so normal. Read More
Have you ever talked yourself out of a sale
(and what should you have done differently?)
It is important to understand when to talk and when to stop. When we are being sold ‘to’ none of us likes to be with someone who talks constantly; it is irritating and it can make us feel resentful because it is taking up our time. This is especially true if we have already made our mind up to buy.
When you are the one doing the selling, you should also be aware that not every customer needs to know everything about your product or service – all they really need to know is whether it will solve their problem or meet their objective and how. Anything else is just clutter and can put the sale at risk. Read More
5 Things a child knows about the Summer sales dip that you don’t.
Work, work, work. That’s what so many of us do isn’t it? We work really hard, putting in the effort and the hours and then, despite our best efforts, during August a lot of our businesses just slow down. Everyone is either on holiday or talking about their holiday. There are fewer paying clients around and, unless your business offers something seasonal, the chances are that this is a quiet time of year and your sales drop. Read More
My recipe for sales perfection
- One genuine person who wants to serve their potential client to the best of their ability
- A qualified prospect (any size)
- A pair of ears
- One mouth
- An open mind
- A ready smile
- A notebook & pen
- An agenda
- Somewhere to meet (phone, meeting room, Skype)
Why I’m not going to tell you I’m the best
Today I got pitched at by an over-enthusiastic insurance sales person. Although I’m not in the market for insurance, the salesperson in me loves to listen to other people’s sales calls because, well, they are fascinating! Anyway, this chap did his pitch and I said I wasn’t interested (so far so normal) and then he asked me ‘Why?’ Now that’s a great sales question – even it he wasn’t doing it in quite the right place. Anyway, I replied that I was happy with my current provider. He then did someone wrong – he proceeded to tell me that his Read More
Why you will get gobbled up by the big fishes if you don’t nail your USP
USP stands for Unique Selling Point. USPs are the benefits or features that set your product or service apart from similar things which are offered by your competitors. Of course, if you are lucky enough to have something which is completely new or unique then knowing your USPs becomes less critical (although that opens up a whole different range of problems, which I am not going to tackle here!), but most of us are not that fortunate. Examples of USPs could be:
- Ethically sourced
- Quality of ingredients/components
- Easy payments
- Smaller versions available
- Extra functions
- Better after sales service
- Good location
- Free delivery
- You (especially if you are a sole trader, as you are the ‘face’ of your business)
- Extensive experience in the sector
- Highly trained staff
- No quibble money back guarantee
You will also notice that your USPs might change from time to time. It is really important to keep up to date with what your competitors are doing, because the chances are they will be watching you and might adopt some of your best USPs, (in which case they are no longer unique!) or it may be that you come up with something else new and better that you should tell customers about.
If your product or service is something that has wide appeal to many people, this might, on the face of it seem ideal. However, in reality, this can actually make it more difficult to sell it because it can be very expensive to try and market to lots of people. You will also be competing against huge brands with enormous marketing budgets in what is known as The Mass Market. These are the big fishes I was talking about and, yes, they absolutely will gobble you up if you cannot differentiate your product or service from them.
Instead, a lot of smaller businesses have more success with identifying a particular niche into which they can focus their efforts. A niche is a small segment of customers, for example a clothes store selling to petite women or a food store focussing on vegan food. By identifying this niche and then focussing your marketing money and effort into it, you will be become a specialist and people who need that particular thing will seek you out. But even within your niche, there will be competitors, so you still need to know your USPs. This is something I cover in detail on my course “I’m not a Salesperson”
For example, I know that some of the USPs of Tadpole Training include:
- Award-winning trainer (me)
- Teaches sales in a non-pushy and non-salesy way
- Has extensive practical experience of running a growing a business
- Can create bespoke training courses to fit your requirements request more information
If you have never sat down and thought about your USPs before, take 5 minutes to work them out now. Make sure you include them in your marketing materials and remember them when you are talking to customers, because you never know when that particular USP will make the difference that leads to a new sale. Best of luck!
If you want more training on USPs or any general sales skills, get more information here
If you just want some simple sales tips right now, download Janet’s 8 Proven Sales Tips
Are you keeping it real?
Today I read a post on Facebook asking people to list one thing that they were really proud to have achieved in 2016. There were some super replies – things like:
I got married
I made a profit in my first year of business
I donated a big chunk of money to charity
I moved house
Now if it had been the end of 2015 I would have been very proud to have posted that I had won a competition (Enterprise Enfield Start up Business of the Year 2015). But that was last year. What had I achieved in 2016 that was so amazing?
To begin with, I really struggled – I wanted to post some outstanding achievement. I came up with lots of smaller achievements, but nothing that really rocked. Nothing I wanted to shout about. Yes, everything was supporting my overall plan, but I wanted to show that I too had done something exceptional.
Then, whilst disentangling my children from a fight (it is the Christmas holidays after all!) I realised that I had actually achieved something truly noteworthy. For the last 4 years I have been raising my two children by myself with precious little support from their absent father. I had kept them alive, fed, housed, educated, entertained and loved them, hopefully training them about how to be decent human beings and giving them the best childhood I can, whilst setting up and running a business. What could be more real (and more important) than that?
So my amazing achievement is not going to win me an award, make the newspapers or get me into The Times Rich List, but it is the most real thing I could possibly do and you know what? I am proud of myself.
Have a wonderful 2017 everyone – and if the going gets tough, just remind yourself to keep it real. I shall.
Janet is based in Enfield, north London and trains small businesses and entrepreneurs how to sell more.
If you enjoyed this article and you would like to receive a free download: Janet’s 8 Proven Sales Tips, please click on this link now. Click Here for 8 Proven Sales Tips
If you or your team is looking to grow your sales, let’s chat. Whether or not we decide to work together, I am confident I can offer you some strategies that will help you grow your sales in no time. Here is a link to my email. Drop me a line and let’s see what we can do: Send a message