The Four Sales Don'ts
During the first sales conversation—be it over the phone or, hopefully, in person—there are some do’s and don'ts. Let's talk about the don'ts:
1. Don't talk about yourself — Yikes, that’s a tough one. Most salespeople are wired to start every conversation with the word, "I." Yet, it is certain to lead to a one-sided conversation so, don't do that.
2. Don't talk about your products — Do you REALLY think anyone cares about the speeds and feeds of the iron on the floor, other than you?
3. Don't talk about your services — As tempting as it is, fight the urge to get all, "Look at me" with the wonderful things you can do. It might be interesting, but this is not the time.
4. Finally, don’t recite your sales pitch … that is, unless it is your GOAL to put the client to sleep!
What should you talk about? Well, very little actually. A better strategy is to ask questions and get the client to open up about themselves, their products, their services, their direction, and their needs.
The only way you can do that is to close your mouth and open your ears.
A new Sales Challenge begins on the first Monday of every month but you have that entire week to enroll. For more information, go to www.TheSalesChallenge.com or call Bill Farquharson at (781) 934-7036. Be sure to use Promo Code "30for30" to try the program out for 30 days and pay just $30.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.