by Jeffrey Gitomer
I can’t help it. I read some bad sales advice today, and I gotta say something. I’ll try to keep it positive, but my tongue is already bleeding from biting it.
The title read, “When sales calls stall.”
Every salesperson has experienced that barrier in one form or another, so I wondered what this “expert” had to say.
NOTE WELL: I try not to read current sales material because I don’t want to copy or be accused of copying someone else’s work or ideas.
It started with the usual sales dialogue: You have a meeting with a prospective customer; he’s hot, hot, hot for your product or service; he asks for a proposal; you quickly oblige; and a week later you call the hot customer and he has evaporated. Won’t return your calls or emails.
What to do?
Get ready – here comes this guy’s (name withheld) expert advice:
He recommends every manipulative “sales technique,” from implying urgency – buy today or the deal goes away – to getting creative (whatever that means – no explanation or examples given) to using intrigue. He advises: Be prepared like a Boy Scout, appeal to a higher authority, assume all is well and the prospect is just busy, use the admin as an ally, and a bunch of sales talk mumbo jumbo that any seasoned executive or her assistant would smell like a skunk that hasn’t bathed. Then she would laugh at you and oh-by-the-way never take your call again let alone buy from you.
This is why this type of approach to a reluctant or otherwise busy buyer will NEVER work…
FIRST: The prospect is not returning your calls for a reason. Wouldn’t it be important to find out why? If you could discover that, it would help your next 1,000 sales calls.
SECOND: Why did you ever offer a proposal without making a firm face-to-face follow-up sales appointment in the first place? This is one of the most powerful – yet mostly overlooked – elements of the sales cycle.
THIRD: Stop trying to sell. Stop trying to be cute. Stop trying to be manipulative.
FOURTH: For goodness’ sake, stop trying to butter up the admin or executive assistant. These people are smarter than your lingo and loyal to their employers, not you.
FIFTH: The salesperson (not you, of course) did a lousy job in the presentation, left some holes, never discovered the prospect’s real motive to purchase, was subjected (relegated) to a proposal/bidding process, never followed relationship-based strategies and was more hungry for the sale and the commission, than for uncovering what would build a relationship. You didn’t connect – you didn’t engage. Why are you blaming the prospect for not calling you? Why don’t you take responsibility for doing a poor job and taking a lesson? Not just a sales lesson, a relationship lesson.
POINT-FIVE CAUTION: Maybe the prospect’s daddy decides and you never met daddy and don’t even know who he is. Maybe someone else higher up the ladder told your prospect no and your prospect is embarrassed or doesn’t care to tell you.
SALES REALITY CHECK: In sales you have one chance. One chance to engage, one chance to build rapport, one chance to connect, one chance to be believable, one chance to be trustworthy and one chance to meet with the real decision-maker. One chance to differentiate yourself, one chance to prove your value and one chance to ask for (or better, confirm) the sale.
BAD NEWS: If you miss your chance or blow your chance, recovery chances are slim. OK, none.
Not being able to reconnect with a prospect is not a problem; it’s a symptom. And it’s a report card on how well you’re doing. Or not doing.
How well the relationship is going. Or not going.
GOOD NEWS: Lost sales and sales gone wrong are the best places to learn.
BETER NEWS: If you make a firm commitment to meet a few days later – not by phone, to meet face to face – you have a better chance of discovering the truth.
BEST NEWS: Once you get to truth, you have a chance at sale. Or, better stated, you will have created the atmosphere where someone wants to buy from you.
Sales techniques are increasingly becoming passé. So are the people who stress using them rather than emphasizing the relationship and value-based side.
I grew up selling, and I grew out of it.
If you have lost a connection or if a hot prospect evaporates or refuses to call you back or respond to you, the worst thing you can do is try a sales technique. Why don’t you try something new? Try being honest. No, not just with the customer, with yourself.
I promise that a harsh self-discovery lesson may not help you reconnect with whom you lost, but it’s connection insurance for the next thousand. Take a chance. It’s the best one you’ve got.
Jeffrey Gitomer is the author of 12 best-selling books including “The Sales Bible,” “The Little Red Book of Selling” and “The Little Gold Book of Yes! Attitude.” His real-world ideas and content are also available as online courses at www.GitomerLearningAcademy.com. For information about training and seminars, visit www.Gitomer.com or www.GitomerCertifiedAdvisors.com or email Jeffrey personally at salesman@gitomer.com.
Submitted 7 years 330 days ago